![\"Agent\"](\"https:\/\/i0.wp.com\/www.realestate.com.au\/blog\/wp-content\/uploads\/2016\/07\/08133543\/Inspection_article1-1024x768.jpg?resize=1024%2C768&ssl=1\")
<\/p>\nIt can be tricky to work out which buyers are serious. Picture: realestate.com.au<\/p>\n<\/div>\n
Have you been to an open for inspection recently?<\/strong><\/p>\n In the current superheated market and with interest in real estate<\/a> at an all-time high, a 30-minute open for inspection can see hundreds of potential homebuyers wander through a property.<\/p>\n So how do you know which of those people are genuinely interested in purchasing?<\/p>\n Here are some of the major telltale signs.<\/p>\n Former agent and now managing director of Parley Property Advisory, Luke Assigal, says you can sort the wheat from the chaff straight away by determining which buyers have organised their finance and are ready to purchase.<\/p>\n Those who haven\u2019t been approved for finance might be weeks or months away from being in a position to buy, or may never be approved for a loan<\/a> at all.<\/p>\n \u201cOne major danger is if clients don\u2019t have finance,\u201d Assigal says. \u201cThere\u2019s experiences where they (buyers) waste our time showing them through numerous properties and then we realise they don\u2019t have finance.\u201d<\/p>\n Assigal says truly interested buyers will ask specific and targeted questions that casual sticky beakers wouldn\u2019t bother with.<\/p>\n \u201cThe buyer will normally ask more questions around the terms of the contract, if the vendor will sell prior and more detail about condition of the property,\u201d he says.<\/p>\n Picture: Getty Images<\/p>\n<\/div>\n It\u2019s the oldest negotiation trick in the book: pretend you hate something you really love.<\/p>\n Assigal says buyers who go out of their way to point out the property\u2019s flaws are usually the most interested in it.<\/p>\n \u201cFunnily enough, when they seem to hate the property and tell you how bad it is, sometimes, depending on the questioning, it just shows that they like it.\u201d<\/p>\n \u201cTwenty-four hours later they\u2019d put an offer<\/a> in.\u201d<\/p>\n \u201cIt\u2019s a kind of negotiating tactic. You need to have bargaining power when you negotiate.\u201d<\/p>\n It doesn\u2019t take an expert to work out that a buyer isn\u2019t likely to emerge from the large group of people who view the property for the first time at the final inspection on the day of the auction.<\/p>\n But Assigal says the timing of their first inspection can be a key indicator of their intentions.<\/p>\n \u201cGenerally interested parties, especially in an auction campaign, they\u2019ll come through in the first week to two weeks,\u201d he says.<\/p>\n \u201cIt\u2019s an interesting fact \u2013 we were monitoring it when we were selling, and 90% of buyers that come through in the first two weeks were the ones that actually bought it at auction.\u201d<\/p>\n \u201cIt just shows that when you\u2019re in the market and you\u2019re looking, you\u2019ve got your finger on the pulse, so you generally come through in the first week and then come (again) in the second week, and then prepare yourself for auction.\u201d<\/p>\n \u201cIn any campaign the first two weeks are imperative.\u201d<\/p>\n Assigal says truly interested buyers will also spend a lot of time at the property and will almost always come to more than one open for inspection.<\/p>\n While requesting a contract of sale was once a major pointer to someone\u2019s intention to buy, Assigal says that\u2019s no longer the case.<\/p>\n \u201cThat\u2019s 10 years ago,\u201d he says.<\/p>\n \u201cThese days you\u2019ll find on campaigns you\u2019ll have 20 people ask for a contract of sale and only have two offers. Back in the day that used to show interest, but not anymore. Everyone just wants to have a sticky beak.\u201d<\/p>\n
\n <\/p><\/div>\n Realestate.com.au <\/a><\/p>\n","protected":false},"excerpt":{"rendered":"They\u2019ve got finance<\/h2>\n
They ask more questions<\/h2>\n
![\"couple](\"https:\/\/i0.wp.com\/www.realestate.com.au\/blog\/wp-content\/uploads\/2017\/06\/27100908\/house-inspection_2000x1500-1024x768.jpg?resize=1024%2C768&ssl=1\")
<\/p>\nDisplaying over-the-top disinterest<\/h2>\n
Timing is everything<\/h2>\n
Disregard contract requests<\/h2>\n