How should I handle viewings and offers when selling in Scotland?
Running a viewing that converts
Buyers need space to imagine living there; the most effective seller is a prepared, absent one.
Whoever conducts the viewing should know the practical answers: council tax band, factoring costs, heating system age, parking arrangements, and what the neighbours are like.
Open viewings suit high-demand flats where competition is the point. Accompanied individual viewings suit family houses where the buyer needs time.
Reading feedback honestly
Consistent feedback on one issue is data; a single opinion is noise.
If four separate viewers mention the same thing — a dark kitchen, a road, a bedroom that is really a study — that is the market telling you something about either the property or the price.
No notes of interest after a strong run of viewings almost always points at price rather than presentation.
Negotiating the whole offer
Date of entry, moveable items and suspensive conditions can be worth more than the last few thousand pounds.
A buyer whose own sale has already concluded carries far less risk than one still marketing. That certainty is worth a real discount in most sellers' circumstances.
Be explicit about what is included. Disputes over white goods, curtains and garden equipment sour otherwise finished deals.
Module 4 checklist
- Have the Home Report ready to send the moment it is requested
- Prepare answers on council tax, factoring, heating and parking
- Log every piece of viewing feedback in one place
- List exactly which moveable items are included in the sale
Common questions
- How many viewings should it take to sell?
- There is no fixed number, but a run of viewings with no notes of interest usually indicates the asking strategy rather than the property.
- Can I accept an offer before a closing date?
- Yes, though your solicitor will normally advise notifying other noted parties first to avoid complaints of unfair treatment.
About Lothian Property
An independent starting point, not an estate agency
Lothian Property is an independent property information and introduction service. We are not an estate agency. We help homeowners understand their property, their options and their local market, and — where appropriate and only with your permission — introduce them to independent estate agents and other property professionals who can assist.
How Lothian Property works