For Sale By Owner Tips 所出售的业主的秘诀
Sell Your House Without a Real Estate Agent 出售你的房子没有一个地产代理商

How To Show Your House and Close the Deal 如何显示你的房子和关闭处理

You’ve done your research.  You’ve priced your home, cleaned and freshened it up.  Your sign is hung out and you’ve worked hard on creating an intriguing ad.  You told everyone you know that you’re selling your home.  Now you wait for the phone to ring.在您完成您的研究。您订价你的家，清洁和清劲了。您的登录是红和您努力工作，创造一个耐人寻味的广告，您告诉大家您知道您出售您的首页。现在您等待电话响。

How do you handle calls from buyers?  What do you ask?  How do you get them to come visit?你怎么处理的呼声，购买者吗？你有什么要求？你怎么让他们来访问？

First of all, make sure you get the call.  If you only have one line then sign up for the call waiting feature from your telephone company.  Instruct everyone in the household to take calls that come through and pass on to you any calls for inquiries on the house.首先，请确保您已下载的呼吁，如果你只能有一个线，然后申请呼叫等待功能，从您的电话公司。指示每个人都在家庭中采取的来电来通过，并传授给你任何电话查询对内务。

Second, try to take the call in a quiet area with all your information in front of you.  Have your feature list handy to answer any of their questions and have a list of your own.  Have a calendar to book appointments.第二，尝试接电话，在一个安静的地区与您的所有信息在您的面前。您的功能列表方便回答任何问题和有您自己的清单。有一个日历来预约。

Ask them for their name and phone number, in case you need to contact them.  Set up a time for them to come over, and try to motivate them to come as soon as possible.  If your home has been viewed before, mention to them that there is interest so they should try to come as soon as convenient.  Also mention if you are having an open house since the added traffic will make your home more desirable.问他们的姓名和电话号码，如果你需要与他们联系。设立一个时间让他们过来，并设法激励他们来尽快落实。如果您的首页已经看之前，遑论他们有兴趣，所以他们应该尝试来尽快方便。还提到如果您有一个开放的内务以来补充的交通会使您的家庭较为可取。

Tips on Booking Appointments 秘诀就预订任命

Try to book appointments on the same day and in 15 to 20 minute intervals.  One potential buyer will be walking in the door just as another is leaving.  The increased activity will create a feeling of urgency in your prospects.  Do they really want to loose the home to the nice couple that came out ahead of them?  Or to the family that is heading in while they’re still looking around?  You have to work the angles if you want to compete with the realtor selling down the street.尝试预约在同一天，并在15年至20分钟开出一班。一潜在买家将走在大门，正如另一个原因是离开。活动的增加将创造一个感觉的紧迫感，在您的前景，难道他们真的要宽松居尼斯夫妇说出来之前，他们呢？或向死者家属是在标题的同时，他们还在环顾呢？你有工作的角度，如果你想竞争与房地产销售沿着大街。

You don’t want to waste your time or your caller’s.  You might be able to push for some extra information if the caller permits.  Keep your voice friendly (smiling while talking on the phone will help – just consider it mind over matter).  And try not to be too put off by the caller’s phone manner, they may be nervous or hate talking on the phone.你不想浪费你的时间，或您的来电者的，你也许能够推动一些额外的信息，如果来电者的许可证。保持你的声音友好（面带微笑的同时，也谈了电话，将有助-只是认为这是铭记超过事项） 。并尝试不要过于推迟，由来电者的电话的方式，他们可能会紧张，或仇恨所说的在手机上。

Ask them questions about what kind of home they are looking for and try to get a feel for the price range.  If you know they wouldn’t be interested or can’t afford it (perhaps they are downsizing and you’re selling a three bedroom home) you shouldn’t bother booking an appointment.问他们的问题，什么样的家，他们正在寻求和争取一种感觉的价格范围内。如果你知道他们不会有兴趣，或无法负担它（也许他们是缩编和您出售1 3卧室主页）你不应该理会订票预约。

You might ask if they are currently selling a home or renting.  When do they need to move in and have they already been approved for a mortgage?  If they haven’t been pre-qualified you might ask questions about where they work, how long they’ve been looking for a place, etc.  Be very tactful and conversational.  You don’t want to interrogate them.你可能会问，如果他们正在出售在家中或租用。他们什么时候需要移动在和他们已经核准的按揭？如果他们没有被通过资格预审，你可能会问的问题在哪里，他们的工作，多久他们一直在寻找一个地方，等很委婉与会话。您不想审问他们。

If you get this information you will have an idea if they are really ready to buy your property if they’re interested.  It will also tell you how much help they may still need if they like the place but are unsure how to proceed.如果您收到此信息，您将有一个想法，如果他们真的准备购买你的财产，如果他们感兴趣，它也将会告诉你有多大帮助，他们可能仍需要如果他们喜欢的地方，但不确定该如何进行。

In some cases you will find that these few comments may weed out some who are not reasonably able to work with you.  This will avoid the exasperation and disappointment of showing your home too many times to unlikely buyers.  However, in most cases you will want to encourage a viewing so keep their answers for referral later.在某些情况下，你会发现，这些少数的意见，可能会淘汰一些谁是得不到合理的工作能力，与你，这将避免愤怒和失望，显示您的首页太多次向不可能的买家。然而，在大多数情况下，您会希望鼓励一看，所以保持他们的答案转介后。

Having an Open House 一个开放的内务

The most common day to choose for an open house is Sunday.  Sunday is relaxed, the errands are done and people can see the home during the day.  It is an excellent time to find people in a buying mood.最常见的天，以选择一个开放的房子是周日。星期日是放宽了，去找正在做和人民可以看到，民政在白天，它是一个很好的时间，找不到人，在购买的心情。

Put an announcement in the paper earlier in the week, as well as Saturday and Sunday.  Your ad might read as follows:付诸表决，宣布在该文件在本周早些时候，以及和周六周日。您的广告可能改为如下：

OPEN HOUSE SUNDAY 2-4开放内务周日2月4日
13 - 1233 Roberts Lane, Anytown 13 -1 233罗伯茨里， a nytown
2 Bedroom, 2 bath Condo – Great Views! 2睡房， 2浴室公寓-伟大的意见！ $133,000一十三万三千美元
Visit or call Dean xxx-xxxx访问或致电院长三十- XXXX的

Be sure to give an indication of what size or type of home they are viewing as well as price and area.  These are typically the criteria that most prospects make their judgments by.  Leave out any other details since you’d rather they just come and see for themselves.一定要举一个迹象是什么尺寸或类型的主页他们正在查看的，以及价格和面积，这些都是通常的标准，大部分的前景作出判断。离开的任何其他细节，既然你宁愿他们只是来和看到自己。

You should list a phone number in case an interested prospect can’t make it to the open house.您应列出一个电话号码的情况下有兴趣的前景不能作出它的开放。

If you miss the deadline, put out an open house sign in your yard anyway.  You should be able to find one at your home and garden center or a sign shop.  You may be able to pick up traffic from browsers as they drive around the areas they’re looking for a home.如果你错过了截止日期，把一个开放的家注册在您的码，无论如何，你应该能够找到一个在您的居家与园艺中心或一个迹象店。您可以拿起交通从浏览器作为他们的驱动器周围地区，他们正在寻找一个家。

Now that your advertising is done, get everything ready for scrutiny.  Most of the tasks of repair and maintenance have already been done in preparation for putting your home on the market.  Some people, however, forget the last minute upkeep that will strongly influence a buyer’s perspective.现在，您的广告是这样做，得到的一切准备就绪，进行审议。大部分的任务，维修和保养已经做了准备把您的家庭在市场上，一些人，但是，别忘了最后一刻，保养，将强烈影响买方的角度来看。

Final Preparation 最后准备

Put away the dishes, make the beds, vacuum the rugs, clean the bathrooms and maybe even add some flowers and put on the coffee.  Your house is now the statement of perfection.提出走的菜肴，使病床，真空地毯，清洁浴室，甚至还可以添加一些鲜花和提上了咖啡。你的房子是现在的声明完善。

Will this help?  Well, little touches and flourishes are nice, but a clean home is a necessity.  You might consider when prospects come through they are not necessarily coming to admire your décor (although we’ll come to that later), but they will certainly notice if your home looks as though they interrupted the family in the middle of supper.这是否会帮助？好，很少触及和兴旺是好的，但一个清洁的主页是必要的。您可能需要考虑的前景时，通过他们不一定来敬佩你装饰（虽然我们会来，后来） ，但他们一定会通知，如果您的家看来，虽然他们打断了家庭中的中晚餐。

People will be looking for lights in each room, especially if it’s in the evening.人们将会寻求灯在每间客房，尤其是如果它在傍晚。 Improve the look of the room and avoid having your prospects fumble for switches by using table lamps or track lighting.  This will portray your rooms better than a bright, overhead light will.改善外观，空间和避免您的前景fumble为开关用台灯或跟踪照明，这将塑造你的房间较光明的，间接轻。

You might also try adding some mirrors to increase the brightness of a room (always a sought after feature).  Also clear the fridge of excessive magnets, pictures and notes.您也可以尝试加入一些镜子，以增加亮度的一个房间（总是要求后，功能） 。还明确了冰箱的过度磁铁，图片和债券。

Consider having children and pets staying away with family or friends while prospects are viewing your home.  The extra chaos and excitement might be too much for visitors, and if they don’t like pets it’s just best not to throw it in their faces that yours is a pet household.考虑儿童和宠物远离与家人或朋友，而前景是检视您的首页。额外的混乱和兴奋，可能太多的游客，如果他们不喜欢宠物，它的正义，最好不要把它在他们脸上说你是宠物的家庭。

Financial Assistance 财政援助

If you know someone who works in finance or mortgages, you might want to ask them to come by for the open house.  This way, if you do have an interested prospect you can have them talk to your financial wizard to determine if they might be qualified for a mortgage or even to start the process right there.如果您知道某人谁工程，在融资或抵押贷款，您可能要问，他们来所为开放，这样，如果您有兴趣的前景，您可以有他们谈您的财务向导，确定他们是否可能资格按揭，或什至开始的过程中的权利。

Some buyers are not already pre-qualified.  Having someone to work out the figures for them can be a big bonus, not only in establishing the possibility of working with them, but keeping a qualified prospect in the running.  They may not know what they can afford and consider this just a preliminary viewing before taking steps to get pre-qualified for a mortgage.部分买家是不是已经通过资格预审。有人工作的数字，他们可能是一个很大的奖金，不仅是在建立的可能性，与他们一起工作，但保持一个合格的前景在运行，他们可能不知道他们可以负担的考虑，这只是一个初步检视之前，采取措施，使资格预审为抵押。

If you don’t have a financial friend, try to ask hesitant prospects questions about their income, debt and down payment.  If both are working full time, have low debts and a good down payment, encourage them to get pre-qualified or make an offer subject to financing before your home is off the market.如果您还没有金融的朋友，尝试问犹豫不决的前景问题，他们的收入，债务和首期付款，如果两者都是全职工作时间，低债务和一个良好的首期付款，鼓励他们取得资格预审或使一，提供受融资之前，你家是挤出了市场。

Have your forms ready and filled out (this will be explained in the legal issues chapter).  Also have receipts for down payments on hand.有您的形式准备和填写了（这将是在解释法律问题的一章） 。也有收益下降的利息支出，另一方面。

What Not To Do 什么不要做

Before you get too excited about the parade of enthusiastic buyers, be prepared for professional browsers.  These people might be very complimentary, but are not likely buyers.  Perhaps they are not really ready to commit or are just curious.  Never mind.  They will still give you traffic and traffic will encourage the real prospects to make an offer.之前，你过于兴奋有关操的热心人士，准备专业的浏览器，这些人可能非常的互补性，但并不可能的买家，也许他们是不是真的愿意承诺，或只是好奇。不要紧，他们仍然会给你的交通及交通会鼓励真正的前景提出一个竞购报价。

If you feel there are less-than-desirable features in your home, do not take extreme measures of hiding them.如果您觉得有低于可取的特点在您的家中，不采取极端的措施，隐瞒他们。 Small yard?  Unfinished basement?  Older wallpaper?  You don’t know what your prospects see as bonuses.小码？未完成的地下室？旧墙纸呢？您不知道您有什么前景，看到作为奖金。

Perhaps they don’t like yard work.  Or maybe they only want the basement for storage, or have their own plans to build a workshop or suite.  Older décor may appeal to buyers who are anxious to put their own stamp on the place and would feel guilty paying for new paint and paper when the existing décor is brand new.或许他们不喜欢码的工作。或也许他们只希望地下室仓库，或有自己的计划，以建立一个车间或套房。老年人装饰可向上诉买家谁是急欲把自己的邮票上的地点和会感到内疚支付新的油漆和纸张时，现有的装饰是全新的。

Don’t feel you must escort your prospects out the door.  Many people prefer some privacy while viewing the home they are considering buying.  They may wish to go back and look more closely at certain areas.  If they come as a couple or a group, there may be some discussion needed without your presence.不觉得你必须护送您的前景走出大门，很多人喜欢的一些隐私而看主页，他们正在考虑购买，他们可能想回去看看更加紧密地在某些地区，如果他们来，作为一对夫妇或一组，可能会有一些讨论，而不需要您的存在。

Invite them to continue to look around at their own pace.  Be certain that you’ve given them a feature sheet with your phone number and the details of the property and home.  If they are leaving without making a deposit, invite them to return if they’d like another look.邀请他们继续环顾四周，在各自的步伐。可以肯定，您给了他们一个功能表，与您的电话号码和详细的财产和家园。如果他们离开而不作存款，邀请他们返回，如果他们想要再看一看。

How to Talk to Prospects 如何谈前景

Being friendly and likeable is crucial in creating a good relationship with prospective buyers.  Try to find points of interest that would appeal to the buyer by asking questions.作为友好和喜欢是非常重要的在创造一个良好的关系，与准买家。尝试找到共同点的利益会提出上诉向买方提问。

Ask where they work, how many children they have, do they currently live in the area?  These causal comments can give you an idea of what to feature.  Will they be close to work, schools, parks or transit?  Is there plenty of room for the size of the family?  Can you tell them something about the wonderful neighbors?请问他们的工作，有多少儿童，他们，他们目前居住在该地区的呢？因果这些评论可以给你一个想法，以什么样的功能。他们会密切的工作，学校，公园或过境，是否有足够的空间为大小的家庭呢？你能告诉他们一些精彩的邻居？

You know your home better than any realtor ever could.  Try to find the most positive aspects that each prospect may find appealing.  If they don’t agree, at least the sale won’t be lost for lack of trying.您知道您的首页优于任何房地产经纪人以往任何时候都可以。尝试找出最积极的方面，每个前景可能会觉得有吸引力，如果他们不同意，至少出售将不会丢失缺乏尝试。

If you find a prospect who seems ready to make an offer, or shows sincere interest, don’t be shy.如果您发现的前景，似乎谁愿为此作出的要约，或显示出真诚的兴趣，不要害羞。

Ask for an offer.  You may feel that an offer will be made when the buyer is ready, but making a large purchase, such as a home, requires a certain amount of courage.  Your buyers may be very tempted but need you to ask the question outright to move them to a decision.要求提供的，你可能会觉得要约将作出时，买方准备，但作出了大型购买，如一个家，需要一定数额的勇气。您的买家可能会很诱惑，但需要你问问买断卖断的问题，提出他们作出一项决定。

You don’t want a nervous buyer who may have never bought a home before to walk out the door and buy the home down the block just because an experienced realtor asked the question.  They will.您不想紧张，买方谁可能从未买了回家之前，以走出大门和购买家庭下来座只是因为一个有经验的房地产经纪人问，他们会。

Don’t be nervous.  If they want to make the offer they will likely feel relieved that you asked.不要紧张，如果他们想使提供他们可能会感到宽慰的是，你问。

Approach them after they’ve had time to roam the home and discuss it among themselves.  Ask them in a friendly tone “Would you like to make an offer?  Perhaps we could sit down and discuss it right now”.他们的做法后，他们已经没有时间漫游家庭和讨论它们之间。要求他们在友好的语气： “你想提出一个竞购报价？或许我们可以坐下来谈，现在它的权利” 。

Negotiating 谈判

Don’t be surprised to be given very low offers to start.  The buyers want a deal just as much as you want a profit.不会感到惊讶，得到非常低的优惠开始。买家希望有一个处理像您一样希望有一个利润。

Take every offer into consideration.  Drop your price in increments depending on how low the original offer was.  If the original price was $150,000 and the offer is $135,000 you might want to offer $149,000.  If the offer is getting close, try to split the difference.  If you get an offer at $146,000 why not suggest a split at $148,000?采取一切提供在考虑之列。下降，您的价格在递增，视乎如何低，原有的优惠是，如果原来的价格是一五零零零零美元和提供一三五○○○美元您可能想要提供一十四点九零零万美元，如果提供的是贴近，试图分裂的差异如果你得到一个提供在一四六○○○美元为什么不建议分裂，在一四八〇 〇 〇美元？

When you’ve met your threshold or you are firm on the original price you should still have some bargaining chips on your side.  Perhaps they would like to have the fridge and stove or the lawn mower included.  If you are moving into a condo with appliances, you might find this a better deal than selling them privately.当您找到了您的阈值，或者您是坚定的对原有的价格，您应该仍然有一些讨价还价的筹码，对贵方，也许他们想有冰箱和炉灶，或草坪割草机包括，如果你正在进入公寓与电器，你可能会觉得这是一个更好的处理比他们私下出售。

The trick is to NOT list these items on your feature sheet or mention them as part of the package.  You may have several items you’d be happy to leave behind including drapes, a freezer or other items.  You might also be surprised what the buyer suggests.  If you can part with it and it seals the deal than go for it!伎俩是不会列出这些项目对您的功能表或提及他们作为一揽子方案的一部分，你可能有几个项目你很乐意留下，包括窗帘，冷冻或其他物品。您也可能会感到惊讶什么买方建议，如果你可以的一部分，与资讯科技及密封处理，比去！

Getting the Offer on Paper 获得提供的文件

There’s no such thing as a handshake deal in real estate.  Make sure you have something in writing before they leave the house.有没有这样的事，作为一个握手，在处理房地产。确保您有一些在写作之前，他们离开家。

You have all the necessary documents ready thanks to your preparation with the lawyer.  You’ve discussed the price and negotiated what stays.  Now you can ask what down payment they have ready or when they think it will be ready.您拥有所有必要的文件准备就绪，感谢您的制备与律师。您讨论价格和谈判，什么停留，现在你可以问什么首期付款，他们准备就绪，或当他们觉得这会作好准备。

Walk them through the contract, explaining to them as your lawyer did for you.  Fill in any subjects (you will review this information under the chapter on legal information) and discuss the deposit.他们步行通过合同，向他们解释，因为你的律师没有给你。填写在任何科目（你会检讨这方面的资料下，章关于法律信息）和讨论的存款。

Never take cash for a deposit.  Have the buyer make the check out to your lawyer which will be deposited into an escrow account.  This will assure them that you will not have access to their money until the contract is settled.  If the contract falls through, the lawyer will refund the money or give back the original check.从来没有采取现金存款。有买方，使检查出来您的律师将存入一个代管帐户，这会向他们保证，你将无法使用他们的钱，直到合同是解决的，如果合同属于通过，律师会退还金钱或给予回原来的检查。

The deposit is to ensure the purchaser’s intention to go through with the contract.  Taking a deposit is not required legally, but if it’s in the contract the buyer must provide it.  You will have a lawyer to assist you if anyone backs out, but obviously that is not your first choice.存款是要确保购买者的意图去，通过与合同。采取存款不须合法，但如果它的，在合同中，买方必须为它提供。你将有律师为您提供帮助，如果有人支持列，但很明显，这是不是你的第一选择。

How Much Should the Deposit Be? 多少应存款呢？

By asking for a substantial deposit – anywhere from 3-5% – you will not be running the risk of the buyer giving into ‘cold feet’ or opting to forgo the deposit and start proceedings on another home.  Unfortunately some people don’t find a problem with staking claims on more than one property while searching for the best one.  The deposit isn’ta legal requirement so any amount will do.所要求的大量存款-在任何地方从3 -5％ -您将无法运行的风险，买方给到'冷战英尺'或选择放弃存款，并开始诉讼程序在另一家，可惜有些人不找到有问题者的债权一个以上的财产，而寻找最好的之一。订金不是法律规定的，因此任何金额将这样做。

If the purchaser cannot give you the full deposit at the time of signing, you can agree to accept several hundred dollars and include a clause which states that the deposit will be increased to a specified amount within 24 hours (or whatever you have decided).  This will allow for the purchaser to make financing arrangements before placing the full deposit.  If you feel the reason is sound, take the offer.  You may not get a better one.如果买方不能给你的全部存款在当时的签字，您可以同意接受数百元，并包括一个条款，其中指出，存款将提高到规定数额在24小时内（或无论你已决定） 。这将允许为买方作出的融资安排之前，把全部存款。如果您觉得原因是健全的，采取要约，你可能不会得到较好的一个。

Obviously the buyer does not want their money tied up in case the financing doesn’t come through.  If it doesn’t work out they will need the money to place an offer on another property but you shouldn’t give them too much time or they may back out for any reason.很明显，买方不希望他们的钱绑在情况下，融资不通过。如果它不工作，他们将需要钱的地方，一个提供关于另一财产的，但你不应该给他们太多的时间或他们可能重新回到以任何理由。

Property's Zip Code 财产的邮递区号