As important as the actual house is to your buyer, the neighborhood is just as much a selling point as anything else. Convincing the individual, couple, or family that they would love to live in the property you are selling will have to be backed up with reasons as to why this particular area will suit them as well.
Have your fun facts
Wouldn’t you be excited to know that your potential new neighborhood has block parties, garage sales, holiday gatherings, and pick-up basketball games? Odds are, these facts would generate a desire to be a part of the fun and want to live in this type of area. If there are fun things that go on in the neighborhood regularly, find out. These are great selling points to bring up with someone looking in to moving to the area.
If the potential buyer is more reserved and not looking for a very social environment, have facts prepared about local parks or places to eat – these are safe attractions that anyone would be able to take advantage of regardless of their level of desired involvement.
Know your Neighbors
Are there kids in the area? Is it mostly elderly couples? What are your diversity statistics? These are all important topics to be well-versed on and ready to discuss. Your potential buyers may each be looking for a different type of environment demographically, and plain and simple—you need to know what that is and where you can put them to make them happiest.
Figure out what your neighborhood/town has to offer that is so special. Why would you want to live there? Is it surrounded by unique mom-and-pop shops or is it a bustling and booming urban scene? Try to know 3-5 major attractions off the top of your head—places to eat, shop, and be outside.
If there is some type of historical landmark or lake nearby, be ready to sell it. Don’t just know what it is and where it’s located, learn why it is so significant and make some sort of personal connection. If your buyer feels some emotional connection with what you are delivering, they are far more likely to want to be a part of it and decide to buy.
This really applies more specifically if you have a buyer with children. Parents want to be sure they are moving to place with a good school system, and if they have not done that kind of research (though they should have) they are going to expect you to inform them.
Become acquainted with the facts about both the public and private schools in the area, and how they are ranked in relation to the state/country. A parent will feel more confident moving to an area knowing they are setting their children up for success by moving in to a promising school system.
Public service Inspection
Take a drive through the neighborhood before you show, and be observant—are the roads being well-maintained? Are there sidewalks in the neighborhood? What kind of public transportation is being offered, if any? Where are the nearest police and fire stations? How nice are both the town hall and the library?
It’s easy for a buyer to make necessary changes to a home, but it’s not so easy to make changes to a neighborhood. Being aware of any potential grievances with the neighborhood before they are brought up by the buyer will leave you prepared to answer any questions and follow up with counter points on what the local government can do (if anything) to ensure changes are made upon complaints.
Falling in love with the area is just as important as falling in love with the home itself. There should be a connection with the buyer that gives them the confidence that this could be the place they continue their story and create memories.