Showing

When buyers ask to see the home, make sure you get their name and phone number. If some emergency should arise that would prohibit you from keeping the appointment, be courteous and call them. This also allows you to keep a list of people who have toured the home and a way to contact them should you need or want to later. While you have them on the phone, find out how they knew your house is available and ask them a few questions. Find out if they’re local or from out of town; do they have a home to sell before they can buy a new one; have they pre-qualified with a lender. There are ways to ask these questions and not be intrusive and you should practice how you’re going to it. Finally, be prepared for the ultimate question from a buyer “Why are you moving?” Chances are you’re moving for the same reasons they’re moving. You’ve outgrown the house, the house is too big since the children grew up, the drive to work is too far, etc. Your response to the question should not be negative. It should be simply that the house is great but for whatever reason, your needs have changed.

Assuming your home is in a “state of readiness”, you can begin to set appointments and show your home. Make sure you set the right atmosphere for the showing, calm and relaxed. Some home sellers will bake bread or cookies while buyers are viewing the home because the aroma is warm and comforting. Fresh flowers, if possible, are a nice touch. The house should be well-lit, no dark halls or rooms. Children, when possible should go to a friends house, or visit a neighbor. If the children are in their room watching television, then your buyer may feel intrusive and that’s not what you want. Also if your prospect has children with them, they will feel that they’re invading on another child’s territory. Pets should be confined and for the most part, out of sight because they can be distracting.

Many sellers will let buyers simply roam the house, but most prefer a guided tour. This provides the seller an opportunity to point out the many qualities of the home. Try to remember what first attracted you and convey that to your prospects. Talk about what has been updated or recently replaced, emphasize how well you’ve maintained the home. Discuss the advantages of the location, the neighborhood, close proximity to schools, churches, parks and shopping, etc. You want your prospect to envision living in the home and whatever you can say or do to make this happen, you should.

Hopefully, you’ll hear from buyers who have toured your home but don’t always count on it and don’t be discouraged when you don’t hear from them. If you haven’t heard from them, you may want to wait a couple of days and give them a call. Simply ask if they’ve decided on a home yet and if not, is yours one they’re considering. This gives the buyer the opportunity to tell you why your home will or will not work for them, i.e. too big, too small, etc.