A room with a view! How to do a rental viewing

PR Log (Press Release) – Nov 02, 2009 – There’s no doubt that first impressions of you and your property count when it comes to successful letting. From the moment a potential tenant pulls up outside your property for a viewing they will be assessing whether it’s the right home for them.

It’s likely that the tenant will already have decided that the property fits what they are looking for in terms of space and price etc before they commit to the viewing, so the good news is they’re already interested. But, don’t be complacent.

The viewing process is an ideal time for a landlord to ‘sell’ the idea of living in their property and the power of this meeting shouldn’t be underestimated – especially in the current climate of a buoyant, yet crowed rental market. In fact, many landlords have dozens of viewings without securing a tenant.

So, how do you do the perfect viewing and how can you maximise the potential of a tenant taking on your property during this meeting?

“The first few seconds are vital,” says proprietor of Belvoir Cheadle Sue Fitzsimmons. “These first impressions are the mental pictures a potential tenant will take away with them and use to judge against other properties, especially if they’ve got several viewings scheduled in one day.”

The property should look at its best throughout, with neutrally decorated, bright and clean rooms and attractive appliances in good working order. “Equally important is the outside space,” continues Sue. “Especially any front lawns or driveways - these should be immaculate - after all, they are going to be the first things a potential tenant sees. We even encourage landlords to dress the outside of the property with hanging baskets or potted shrubs etc.” Likewise, the front door should be in a good condition with clean modern door furniture to welcome the tenant to the property.

Make sure you arrive at the property at least half an hour before the tenant. You don’t want to keep them waiting, plus this is a valuable slot to do any last-minute preparations. “Air the property or put the heating on if necessary, and put the lights on too,” advises Sue. Also, check the bathroom is clean and remember to remove any stacked up post from behind the door – a potential tenant tripping over someone else’s bills won’t help let your property.

As well as liking the property the potential tenant has got to like you, or at least have confidence in you as a landlord. “Give out lots of positive information about the property and the local area and reassure the tenant that you will deal with problems swiftly and efficiently should they arise,” says Sue. “Build up a rapport with the potential tenant and ask lots of open-ended questions to get them talking too. Developing a good relationship with them quickly is extremely important.”

Don’t rush the tenant around the property or glance at your watch during their visit. “Taking on a rental property is a big decision and you need to let your tenant know that you realise this by giving them the courtesy of having plenty of time to look around and letting them have a second look if necessary,” says Sue. “If the property is currently empty and without a tenant you may want to let them have a look around on their own too.”

Obviously it would be ideal if the tenant was willing to commit to the property during the first viewing - but don’t be too pushy. “Pushy landlords can really put a tenant off,” says Sue. “Be helpful and informative but don’t try and force them into a quick decision.” Give the tenant a copy of the marketing details to take away with them and follow up their visit with a courtesy phone call to ask if they have any further questions.

Finally, save the best until last and point out the property’s most appealing feature at the end of the viewing – whether it be a good view from one of the windows, the lovely landscaped garden or the modern attractive kitchen. “Making sure the tenant leaves the property with a good final impression will maxmise the potential that the next time they pull up in the driveway they’ll be moving in,” concludes Sue.


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20 top tips for the perfect viewing

1.   Show off the property to its best potential by decorating neutrally throughout and supplying attractive modern appliances.
2.   Don’t keep the tenant waiting – if you arrange to meet at 10.30am make sure you’re there at 10am to do the final few preparations to the property.
3.   Remember that first impressions last so make them count.
4.   Sell a lifestyle by giving out positive information about the local area and amenities.
5.   Give the tenants plenty of time to look around the property and let them have a second look if necessary.
6.   Don’t be too pushy.
7.   Ask open-ended questions to help the conversation flow well.
8.   Follow up the viewing with a courtesy phone call.
9.   Maintain outside space to a good standard, including the driveway and front door.
10.   Give the potential tenant confidence in you as a landlord.
11.   Make sure the property doesn’t feel cold, even if it’s been empty for a while.
12.   Reassure the tenant that you will deal with problems swiftly and efficiently should they arise.
13.   Build up a rapport with the potential tenant.
14.   Have the property marketing details handy for the tenant to take away with them.
15.   Give out a list of local emergency numbers.
16.   Encourage them to ask you questions… and make sure you have the answers (or promise you’ll find out and let them know).
17.   Ensure that you’ve got the keys with you for everything the tenant may want to see, such as garages, sheds and workshops.
18.   Tell the tenants about other successful tenancies at the property and make sure they don’t think the reason for the current tenant moving on is anything to do with you or the property.
19.   Show the tenant the property’s best feature last so it leaves them with a good final impression.
20.   Place your property with a good property management agency, such as Belvoir Lettings, and they will do the viewings for you. To find your nearest Belvoir office, visit their website at www.belvoirlettings.com