Showing Your Home

Your property is ready to show and people are calling to schedule appointments. Now what? First, schedule your appointments wisely. You do not want to schedule times when you are rushed or hurried. This will set a negative tone with the buyer. You should plan to budget anywhere from 30 minutes to an hour. You may want to do a practice run with a neighbor. Second, prepare yourself mentally. The key here is that nobody knows your home like you do. Use this knowledge with confidence! Be prepared for some rejection. Homes rarely sell on a first time visit. Also, don't take it personally if a buyer says something negative about your home. 

Prior to arrival, do a last minute aesthetics check. Is the house spotless? Beds made? Dishes put away? Carpets vacuumed? Pets outside? Any unusual odors? Noises? Where are the kids? Toys put away? What is the temperature? Leave plenty of space for buyers to park. Leave only one vehicle in the garage. Are lights on in every room? Well lit, spacious areas are positive attributes. Try baking some fresh cookies. Not only will your guests like the snack, the aroma will permeate the house giving it a "homey" feel. Likewise, depending on the season, light up the fireplace. Have a seasonal photo album on display. Put out some fresh flowers.

When your guests arrive, have them sign in on a logbook. Note: an active logbook helps create a demand for your home (more on this in a moment). Be sure to have plenty of the photo fact sheets. Ask your guest if they prefer a self or guided tour. It is important to respect your guest's wishes since you do not want to appear "pushy". For self-tours, you may want to have index cards in each room. These cards can list any special features or upgrades they should know about. At the end of their tour you should re-emphasize two or three key features worth noting and ask them if they have any questions. Now may be a good time to get a feel for their interest level. A simple "what do you think so far?" will suffice. After you ask this question, silence is golden. Let the prospective buyer speak, you do not want to appear too eager. If they say something negative or just aren't interested, don't take it personally. If they have made constructive comments, take those ideas and put them to good use. Make a follow up phone call a couple of days after their visit. The positive point here is that you know how they feel right up front. You do not have to "wonder" what they are thinking. 

Earlier we mentioned Creating a Demand for your home. This means more than putting your home in a positive spotlight. This means creating the notion that your home is the grand prize in a competitive contest. People want things that are in high demand and short supply. Remember Cabbage Patch dolls? Well, you have only one home to sell and if you position yourself correctly, people are going to be willing to compete for it. The guest log book does just that. People see the names of other interested parties and now you have demand. Don't be afraid to mention that other people have been by to look at your home. If you have offers in hand, be sure to tell them. One last comment: be yourself through this whole process. You know your house better than anyone else. The buyer will take your pride and sense of accomplishment in a positive manner.

You can do it | Preparing your home | Price to sell | Market to sell
Negotiating/Closing the Deal | Moving