The Perfect Viewing

After compliance, by far and away the most popular topic we get asked about is viewings so, we thought that it was about time that we put together our thoughts on what constitutes the “perfect viewing.” So, you’ve screened your applicants and used the first stage process to get a feel for how they interact with the team, and now have the best booked in and through the door. People often say (especially about a buoyant city like Bristol) that it’s easy to find tenants – but this is not what we are looking at here. Here we are concentrating on finding good quality tenants and it’s important to know and understand the difference between the two.

Make sure that all tenants are present at the viewing. You want to meet all the tenants who will be living at the property, so that you can assess them all and, to see how they interact with each other. The fact of the matter is, that if you don’t, then you will have strangers who you haven’t met before and who you haven’t had the opportunity to set up the boundaries of a relationship with, living in your property. This is not good for you or the tenants, who have a right to meet their landlord and have the same first viewing (with all that entails) as everyone else on the tenancy. Book viewings in blocks. Although it may be tempting to pop over to the property to show a “hot to trot” prospect around, this can result in wasted time, journeys and more viewings than needed.

Booking in blocks of viewings means one visit, making your life and your existing tenants’ lives easier and, will create a buzz and a sense of scarcity and competition, as prospective tenants just finishing their viewings see ones waiting to come in. We book blocks of 6, as we find this works well for us.

Think about what the viewing is for. This might sound obvious and the answer some people will give here is “to see whether the prospective tenant likes the property.” Well, this is important, obviously but, it’s just as important that you like them too, that you feel that they’ll make a good tenant and, if it’s an HMO, with the current mix of the house in mind, you feel that they will be a good and harmonious fit.

Remember it’s not a first come, first served buffet. Carry out your viewings and then make a considered decision based on those viewings. Ask good, relevant questions, create a dialogue, make notes if you need to. Answer all the prospective tenants’ questions and provide good information. Doing this will enable you to get a feel for the tenant and the tenant to get a good feel for you and for the property and everything that it has to offer. It is not about saying yes to the first tenant that comes along; it’s about finding the right tenant. Plan the route. When you think about what you want to ask and what you want to tell the prospective tenant, it’s also important to think about where you want to be, in terms of the house when you do. If, for instance, you want to ask the tenant about their previous landlords or ask for bank statements or anything else which could be perceived as sensitive, you might not want to be doing this in a space which is small and feels like you are “in their face.” Equally, if you are talking about your cleaners and selling the benefit of this service, then a good place might be the kitchen, to showcase an example of what you are talking about. Have a think about all the things you want to say and where might be an appropriate place in which to say them. Think about the fact that some rooms will be great for highlighting benefits and some rooms will be better for asking questions.

And last, but not least…

Conduct a proper viewing. We’ve seen all too many viewings, where the viewer opens the door to the property and then just leaves the prospective tenant to look around, with the words “let me know if you have any questions.” Bearing in mind all that we have discussed, about what the viewing is for (for you to get a sense of them, for you to sell the benefits of what you provide, for you to decide whether they’d make a good tenant or be a good addition to the mix of the property) then how will you be able to do this, without spending time with them? Take them around the property and engage them in conversation, to get a good feel for who they are and, to let them do likewise.

People will tell you so much about

themselves, all you have to do is listen. Look out for:

• Courtesy (if you invite and display it, is it reciprocated) do they close doors behind them, do they take their shoes off if you take off yours, are they polite and courte- ous towards you?

• How do they treat others – if you meet any current tenants, how do they interact with them?

• Do they engage in conversation? • Do they make good eye contact? • Do you feel comfortable with them (what does your gut say?)