Questions, and even objections, from buyers can be a sign that they’re interested in your property, and an opening for you to get to know them a little better. In fact, as long as you can deal with them face to face, objections can only help. At worst, you'll know where you stand; at best, they're an indication that your buyers' imaginations are at work - that they're "trying the property on for size" - and that is a very positive sign.

Welcome all comments, positive or negative, as a chance to engage your prospects in conversation, uncover their most important requirements, and suggest how your property can meet their needs. If it simply can't, accept that and move on.

Objections prompted by your advertising are another matter - and a good argument for brevity. Don’t make the mistake of offering too much information in your classified ads or Internet display.

Remember, the purpose of that exposure is to generate calls so you can encourage personal visits. Say enough for buyers to apply their major purchasing criteria (price, number of bedrooms, etc.), but leave enough questions unanswered that prospects have reason to phone!

More to the point, every extra detail in your ad is a potential pitfall. Your buyers may not want a big yard, for example, even though to you it's a bonus. If they’re going to discover negatives, let it be in person during their visit, so they’ll have a chance to notice off-setting benefits as well: the French doors and family room may well outweight an extra hour with the lawnmower.

Review the resources in our buyers background section to get a glimpse of how buyers might see your property. And refer them to this site for tips and tools to help them with their purchase.