| When buyers make an appointment to see your | | | | newsletter, nearby country club, golf course, etc. |
| home they have already made several important | | | | Answer their questions early. Remember, |
| decisions. They have selected your neighborhood | | | | prospective homeowners are choosing a home |
| as a possible location. Your lot and exterior style | | | | and community - a lifestyle. |
| appeals to them. Your price is within their range. If | | | | 4. Don't Hang Around |
| the floor plan and interior style works for them, | | | | Do not be present for the showing. Sit outside or |
| and if the buyers feel a sense of trust in your | | | | run an errand. When you are there, buyers may |
| home, they will move to the contract stage. Here | | | | feel that they are intruding. They will not discuss |
| are some tips to help you make the most of this | | | | changes they might make to your home, or how |
| important step in the sale of your home - the | | | | they would use the space. This could limit the |
| showing. | | | | time spent in your home. Never take over the |
| 1. Setting Showing Appointments | | | | showing or attempt to sell your house. You do |
| Homes may be shown by appointment with the | | | | not know the buyer's special interests, and may |
| Realtor, appointment with the owner, or by using | | | | inadvertently turn them off. Remember that this |
| the house key placed in a lockbox. The lockbox is | | | | not a social visit. Buyers need to make an |
| a popular system in many areas, and facilitates | | | | emotional commitment to your home. They |
| showings by all members of the local Multiple | | | | usually need some quiet time to experience your |
| Listing Board. To arrange a showing, agents must | | | | home and sense how they would enjoy living |
| first call your home or cell number. If you do not | | | | there. Your presence is distracting and inhibiting to |
| answer, they may leave a message, and proceed | | | | potential buyers. |
| with the showing. Most lockboxes record the | | | | 5. Appeal to Buyers With Sights, Sounds and |
| agent's identity and time of showing. Whether | | | | Scents |
| your home is shown by special appointment or by | | | | People gather impressions about your house from |
| the lockbox system, the objective is to make | | | | all senses - sight, sound and smell. Improve your |
| your home easy to show to potential buyers. This | | | | home's appeal to all senses. Leave blinds open, |
| is your first contact with the buyer, and you | | | | and consider removing some screens. Natural light |
| should make them feel welcome in your home. | | | | sells houses! Increase the sizes of your bulbs if |
| When you receive a call from a Realtor for a | | | | the light is dim in certain areas. Put on some |
| showing, keep in mind that he/she is showing lots | | | | instrumental music, but keep it very low and |
| of homes, and it is difficult to set precise times. | | | | mellow. Do not leave televisions on. Have the |
| Be flexible on the timing, and allow a window of | | | | temperature cool in summer and warm in winter. |
| one hour for arrival, if possible. If you are going to | | | | Use pleasant scents, such as candles or potpourri. |
| be at home, you may ask the Realtor to alert | | | | An unpleasant odor will have a very negative |
| you when they are 15 minutes away. You may | | | | impact on a buyer's reaction to your home. In |
| occasionally receive a last minute call, with the | | | | particular, cigarettes and pet odors are a turn-off. |
| visitors already in your driveway. If you are | | | | Do not try to mask an unpleasant smell with |
| prepared for a showing, invite them to come in. If | | | | another smell. Work toward a clean, fresh smell. |
| you are not ready, let the Realtor know that you | | | | 6. Have a Safe Showing |
| need some time to prepare. Always thank | | | | Keep in mind that the public will be entering your |
| Realtors for trying to show your home. You need | | | | home, and consider their safety and yours. Do |
| them to come back! | | | | you have rugs, wires or small toys that could be |
| 2. Consider Children & Pets | | | | stumbled over? Buyers should be able to move |
| If you have children it is very important to | | | | easily from room to room. You may need to |
| educate them on the showing procedure. They | | | | remove some furniture to keep traffic patterns |
| should know that real estate agents will be calling | | | | open. Leave your stairs completely free of clutter. |
| for appointments to show their home, and they | | | | Replace any missing handrails. Remove valuable |
| should know how to respond. If they are at | | | | objects from tables where they may be |
| home by themselves during the day, they will | | | | accidentally bumped. If you use candles for a nice |
| need to let in the agent and buyers, and vacate | | | | scent, do not leave them burning when you leave |
| the house during the showing. They may wait in | | | | the house. Do not leave money, guns, medicines, |
| the backyard or go to a neighbor's house. | | | | jewelry, x rated magazines or any personal items |
| Televisions and video games should be turned off. | | | | in public view. Consider your security, and the |
| Hopefully, they will know how to tidy up the | | | | buyer's safety as you prepare your home for |
| kitchen. Children must know that an advance | | | | viewing. |
| phone call by the agent is required for a showing. | | | | 7. Set the Stage |
| They must not allow entry to anyone who | | | | Consider using a staging service to help you |
| comes to the door without an agent. | | | | present your home. It should be perfectly clean |
| Pets pose special problems for showings. If pets | | | | and clutter free. Homes generally look better with |
| are left in the home during the day, leave a note | | | | furniture, but they must not appear crowded. |
| alerting the agents that a pet is in the house. Give | | | | Your furniture and accessories should give your |
| instructions as to how your pets should be | | | | home a very general appeal. Avoid strong political, |
| handled. For example, "Cat must not be allowed | | | | personal or artistic statements. The focal point |
| outdoors." Often pets are fearful or uncertain | | | | should be the house, rather than your family. Use |
| about strangers entering the house when you are | | | | decorative objects, such as pillows, framed |
| not home. Many people are afraid of (or allergic | | | | photographs, books, fresh towels and flowers. |
| to) pets, and are not happy to encounter them in | | | | Create a mood with natural and lamp lighting and |
| the house. It would be best to crate your pets | | | | soft music. The goal is to make potential buyers |
| during showings, place them in a restricted area, | | | | feel that they could move right in. Home buying is |
| such as the laundry room, or take them out of | | | | an emotional process. You must build a sense of |
| the house. Keep in mind that a great variety of | | | | trust and attachment to your home during the |
| people may enter your home, including children. If | | | | short time that buyers are in your home. They |
| there is any uncertainty as to how your pets will | | | | must positively imagine themselves enjoying your |
| react to strangers, you should remove them | | | | home and gardens. |
| from your home during showings. | | | | Showing your home is an important part of the |
| 3. Provide Lots of Information | | | | sales process. You only have a short time to gain |
| Have brochures laid out on a table for prospective | | | | the buyer's interest in your home. Their time in |
| buyers. Anticipate the information that would | | | | your home should be handled with care and |
| interest your buyers. Examples are: a copy of | | | | respect for their time. Each showing is important. |
| your survey or floor plan, photos of neighborhood | | | | Remember, you only need one buyer, but you |
| amenities, school information, neighborhood | | | | don't know which one. |