House Viewing

Below is a consolidated document containing all the essential questions, considerations, and negotiation strategies you might need during a house viewing in the UK. You can print or save this as a quick-reference guide. Adjust any wording to suit your personal style.

Comprehensive House Viewing & Negotiation Checklist

1. Seller’s Motivation & Chain

1. Why is the seller moving?
   • Goal: Discover if they have an urgent reason (job relocation, downsizing, repossession). Urgency can strengthen your negotiation position.
2. Has the seller found a new home?
   • Goal: If the seller is already committed elsewhere, they may accept a lower price to secure a quick sale.
3. Have there been any previous offers? Why did they fall through?
   • Goal: Learn if a prior buyer’s finance collapsed, or a survey uncovered an issue. This insight helps you prepare for similar hurdles.
4. Is this sale due to repossession or other urgent circumstances?
   • Goal: A forced sale can be quicker but requires careful checks (e.g., outstanding debts or missed mortgage payments).
5. Is there a chain? If so, how long, and are the sellers keen to move quickly?
   • Goal: A shorter chain reduces complications. If the chain is long, use a fast, chain-free purchase (if possible) as leverage.

2. Pricing & Market Position

1. How long has the property been on the market?
   • Goal: A property listed for a while may indicate overpricing or low demand—potential for negotiating down.
2. Has the asking price been reduced, and if so, by how much?
   • Goal: Reveals the seller’s flexibility and how motivated they are to sell.
3. How much interest has there been so far?
   • Goal: A high level of interest means competition; low interest means more bargaining room.
4. What price would secure the property today?
   • Goal: Some estate agents will provide a ballpark below the asking price, giving you an instant sense of the ‘real’ number.
5. How does this price compare with similar properties recently sold in the area?
   • Goal: Evidence of overpricing can justify a lower offer.

3. Property Condition

1. Have there been any issues raised in past surveys or previous buyer feedback?
   • Goal: Structural concerns, damp, or other red flags can justify a revised offer if costly repairs are needed.
2. How old are the boiler, electrics, and general utilities?
   • Goal: Old systems could mean future outlay. If the boiler’s on its last legs, use that for negotiation.
3. Has the property been extended or renovated?
   • Is there planning permission and building regulations approval for these works?
   • Goal: Missing documents can complicate mortgages and legalities.
4. Are there any major developments planned nearby?
   • Goal: Could improve or hurt resale value (e.g., a new retail park vs. a noisy development).
5. What’s included in the sale (white goods, curtains, light fittings)?
   • Goal: Some sellers may leave big-ticket items—this can save you money or be a point of negotiation.
6. (Optional) Have the sellers got quotes for any significant repairs?
   • Goal: If they already have a professional estimate, it saves you time and helps quantify repair costs.

4. Financial & Legal Position

1. Is it freehold or leasehold?
   • Goal: Leasehold properties often come with ground rent or service charges.
2. If leasehold, how many years remain on the lease?
   • Goal: A short lease (e.g., under 80 years) can be expensive to extend and affect mortgage availability.
3. Are there service charges or ground rent costs?
   • Goal: High charges affect long-term affordability and can deter future buyers.
4. Has the property been underpinned due to subsidence, or any major insurance claims?
   • Goal: Underpinning may limit mortgage lenders. Insurance might be costly.
5. Are there any boundary issues, disputes with neighbours, or restrictive covenants?
   • Goal: Disputes or restrictions (e.g., listed building status, conservation area) can limit what you can do.
6. Any occupancy restrictions, easements, or unusual covenants?
   • Goal: Some properties have rules against business use, certain pets, or external modifications.

5. Negotiation & Offer Position

1. Is the seller open to offers below the asking price?
   • Goal: Gauges openness to negotiation. Agents often give subtle hints.
2. What’s the lowest price the seller would accept?
   • Goal: A direct question, but sometimes it elicits a realistic figure or at least an indication.
3. Would a quick exchange or completion make a difference?
   • Goal: If you can move fast, the seller might accept less for certainty and speed.
4. What kind of buyer is the seller looking for?
   • Goal: If they’re seeking a reliable, chain-free buyer, highlight your own strengths (cash, AIP, etc.).
5. How soon are they hoping to complete?
   • Goal: Understand timing. If they need to relocate quickly, you have extra leverage.
6. (Optional) Would they consider removing the listing or marking it ‘under offer’ once we agree terms?
   • Goal: Shows your seriousness and minimises the risk of other offers interrupting your sale (gazumping).

Additional Considerations & Tactics

A. Demonstrate You’re a “Preferred Buyer”

• Mortgage Decision in Principle (AIP) or Proof of Funds
  Show you’re financially prepared. If you’re a cash buyer, say so upfront—sellers love certainty.
• Flexibility on Completion Dates
  Offer to match the seller’s desired schedule. Whether they want a quick sale or need a longer time, your flexibility can make the difference.
• Introduce a Conveyancer or Broker Early
  Prove you’re ready to proceed, which reduces the seller’s risk of delays.

B. Deepen Your Due Diligence

• Local Authority Searches & Planning Applications
  A quick check on the council’s website can reveal proposed developments or known issues.
• Boundary & Right of Way Checks
  Especially important if the property has shared driveways, alleyways, or garden boundaries.
• Multiple Viewings
  If you’re serious, consider a second viewing—perhaps with a builder or surveyor for professional insight into repair costs.

C. Strengthen Negotiation Tactics

• Show Willingness to Walk Away
  Don’t appear desperate. Politely signal that you have other options if the price or conditions don’t work.
• Use Repair Costs as Leverage
  If the survey flags repairs, quantify them and highlight these in your revised offer.
• Maintain Politeness & Confidence
  Estate agents and sellers respond better to polite, well-informed buyers. Keep conversation friendly, but firm.

Putting It All Together: Example Approach

1. Open the Viewing
   • Greet warmly; establish rapport with the agent/seller.
   • Mention you have finances arranged (AIP or cash).
2. Ask Key Motivation & Condition Questions
   • “Why is the seller moving?”
   • “Any issues flagged in the last survey?”
   • “Has the boiler been replaced recently?”
3. Dig Into Pricing Details
   • “How long on the market? Any price reductions?”
   • “What price would secure it today?”
4. Assess Legal & Financial Nuances
   • “Is it freehold or leasehold? If leasehold, what’s the term?”
   • “Are there high service charges or ground rent?”
5. Negotiate
   • Highlight your readiness to move quickly if that helps.
   • Consider factoring in any needed repairs into your offer.
6. Final Confirmation
   • Recap: “So, if we can agree on £[Your Offer], are you happy to mark it under offer?”
   • Follow up with an email or call confirming your offer and showing proof of funds / AIP.

Final Tips

• Arrive on Time: Estate agents notice punctuality and reliability.
• Stay Organised: Carry a notepad or use your phone to record key answers.
• Keep Communication Clear: Summarise your offer, timescales, and conditions in writing soon after any verbal agreement.
• Stay Polite, Yet Assertive: A confident, knowledgeable buyer often wins out over higher but uncertain offers.