The Showing Appointment

Preparing for a showing...

Homes sell more quickly and for higher prices when they show their best! It’s very important that your home show well. Of course, it can’t always be perfect because you and your family have to live there, too. Develop a routine and a checklist that will allow things to be done in advance. For instance, beds should be made first thing in the morning, and dirty dishes placed in the dishwasher as soon as they are used so that you don’t need to go rushing around when you get a phone call that a buyer wants to see your home.

Before each showing…

Pick up every room. Check counters, floors, halls and stairs. Straighten up or remove newspapers, magazines, mail, toys, clothing, dishes, etc.
Turn on all lights, even those in closets and storage rooms and under kitchen cabinets. Electric lights have an amazing capability for creating an illusion of lightness, airiness and largeness.
Open all drapes, shades and blinds. Do all you can to create a bright and light ambiance. Make the beds.
In the kitchen, be sure all countertops are clear and clean. Wipe down all appliances. Be sure all dirty dishes are in the dishwasher. The sink should be empty and clean.
Clean air: Keep air fresheners in closets, bathrooms and kitchen. Be careful to keep kitchen odors fresh; coffee brewing or coffee cake baking in the oven have a lasting, inviting effect.
Music: Soft, pleasant background music can be very effective.
Air conditioning and heating: Keep the house comfortable!
Bathrooms: Keep a set of fresh, attractive towels in each room.
The entryway/foyer: It’s the first and last impression that your buyers will have of your home—make it a good one! Check it regularly for sharpness.

Prepare well for your showings! Set the stage to make the best impression on each prospective buyer… HOWEVER, it is better to allow a buyer to see your home even though it may not be ready for showing, rather than turning the buyer away. Buyers may be ready to make a buying decision that day, and you may miss out on an excellent buyer… plus… once they're turned away, buyers rarely ask for a second opportunity to see your home.

The Showing...

Relax: There is nothing more to do. Pick up a magazine while you are waiting. Try to be understanding… the agent may have several home showings scheduled before yours, or the buyer may have gotten stuck in traffic on their way to meet the agent. Sometimes buyers move very quickly or go very slowly… it’s very difficult to give a precise time of arrival.

The dog: Keep the dog away from the buyers.

Children: This is a new experience for the kids. Naturally, they are excited, but they will disturb the professional flow of the showing, or interfere with the buyers envisioning the house as their own home. Ask the kids to stay away from the agent and the buyers.

The door: Answer the door as you would for any welcome guest. The agent will take care of the introductions. If there is a situation that needs to be mentioned, such as a sick child, do so now. Invite the agent to show the home and then LEAVE THE AGENT AND BUYERS ALONE!

Keep a low profile: Discreetly remain away from the buyers. As helpful as you want to be, your presence is intimidating and distracting. The buyers need to be able to discuss your home freely with each other… and the agent needs to learn from the buyers how they are responding to your home. Your presence will limit that free communication.

What you should do: Read a magazine, watch tv, talk a walk outside, continue a chore. Pick a room and settle down. When the buyers stop to look at the room, you may leave, but it’s not really necessary… after all, the buyers don’t want to feel they are chasing you around the house. If there’s a room that you should try to avoid, it is the kitchen, since buyers generally spend more time there.

Talking to the buyers: If you are asked a question about the neighborhood or schools, answer pleasantly. However, avoid becoming engaged in conversation. Questions regarding terms of the sale should be referred to your REALTOR®.

Inclusions: Don’t ask the buyer if they want any of your personal property. You can do that after you have a signed contract and all the negotiating is finished. There will be plenty of time to discuss this, and you don’t want it interfering with the negotiation of your home sale.

Let the agent show your home: As much as you love your home, don’t be tempted to do the agent’s job. She has been working with her buyers and knows what is important to them. Whether the agent mentions the lazy susan in your kitchen now or after they leave is up to her.