Must Do (and Do Nots) of Showing Your Home
Your home is on the market. You’ve created a solid marketing plan, spread the word online and organized a house showing schedule. Now buyers will be coming to see for themselves. How you conduct your showings and open houses can have a major impact on how quickly you sell your home, not to mention the price you’re able to fetch. Check out these simple house showing tips for sellers so you make a strong first impression on potential buyers.
Do Stage Your Home
If you want to know how to show a house, start by making sure the house is clean, neat and free of clutter, inside and out. Pack up the things you won’t need until your move, including family photos and personal belongings. These can serve as distractions when the focus should be on your home’s best features. Plus, buyers want to imagine themselves living in your home, and any signs that someone else is living there can make it more .
Also, open the shades and turn on the lights (even during the day). In general, make sure everything is light and bright, but also let common sense be your guide. If the lights in your kitchen can be as bright as an operating room, you might want to bring them down a bit.
Outside, touch up your landscaping if needed. Rake the leaves, mow the lawn, trim the bushes and add a few potted flowers for some color. It’s also a good idea to brighten up the exterior of your house. Clean the windows and power-wash the brick or siding so your home looks sharp the moment someone pulls into your driveway.
Don’t Go Overboard with Cleaning
Unless your home hasn’t been cleaned in months, you shouldn’t need to remove all your furniture and hire a team of professionals to scrub it from ceiling to floor. The goal isn’t to turn back the clock and make your home appear brand-new, which can get expensive and likely won’t net you a positive return on investment.
Our sense of smell can be as influential as what we see, so you should avoid cooking any fish or spicy foods before a home showing. But resist the urge to light a ten-pack of scented candles. What smells nice to one buyer might not to another, and someone walking through clouds of lavender vanilla or fresh cut roses might think you’re trying to cover up .
Do Prepare to Answer Questions About Your Home
Anticipate buyer questions. You should get a lot of them. You’ll look uncertain about the merits of your home if you stumble through answers. Try to answer with facts rather than opinions. If someone asks about upgrades, be ready to talk who did the work and when it was completed. Know things like how old the furnace and AC units are. Have property tax, gas, electric and water bills available for buyers to inspect.
You should also be able to talk about the surrounding area at your home showing. Instead of saying you live in a good school district or a safe neighborhood, know objective school and safety ratings. Point out awards that local schools have won. Do some research on nearby shops, restaurants and parks so you can speak to the perks a home buyer can’t see during their visit.
Don’t Reveal Too Much About Your Situation
Try to educate home buyers about your home – not your personal circumstances. Even small details can give buyers leverage. If you let someone know you’re moving because you’re starting a new job in a month, they’ll know you’re under a tight deadline to sell and might float you a low-ball offer.
You don’t need to lie if a buyer asks about why you’re moving. Just explain that it’s time for you to start a new chapter, keep your answers vague, and return the conversation to the home as quickly as you can.
Do Practice Your Home Tour Routine
Have a plan for your home showing ahead of time. Practice the order you’ll show all the areas of your house and how you’ll describe them – but be flexible if a visitor wants to move about the house in a different order or even asks if they can explore on their own.
As a general rule of thumb, try to minimize your presence as buyers look things over. Most people want their space as they imagine living in a new home and feel uncomfortable if a homeowner is pressuring them to move from room to room. Let buyers enter each room first and resist the urge to sell them on your home’s features unless you’re asked a question.
Don’t Let Surprise Visitors Throw You Off
Decide ahead of time whether you will accept last minute requests to visit without an appointment and what you will say if the situation comes up. For your own well-being, don’t change your mind in the heat of the moment.
What you don’t want is for a potential buyer to stroll through while you have dirty laundry piled up or family members going about their lives, which can come across as unprofessional and turn off a buyer who may have made an offer otherwise.
Do Have Handouts and Refreshments
Show copies of the disclosure statement, property survey and homeowner association documents and suggest picking up copies on their way out. It’s also a good idea to have property flyers printed that they can take home with them. Flyers are a great way to stay top of mind with potential buyers as they consider which home to make an offer on. Consider these tips on how to create a great house-for-sale-by-owner flyer.
It’s also a nice touch to have light refreshments available. Think bottled water, lemonade or iced tea to go with some cookies or brownies (without nuts).
Don’t Have Pets Around
Some may love being greeted by a golden retriever, but it could be a major turn-off for others. There are also liability issues. While your dog or cat may be well-behaved, it’s not worth the risk to have an animal roaming around the home during a home showing.
Arrange for your pets to be out of the house with enough time to put away their toys and accessories. If you can’t find anyone to take care of your pet, the next best option is to keep them in a contained space and let the buyer know of its presence ahead of time.
Do Take Safety Precautions
You should make sure that at least one other person will be present with you during showings, since it’s never a good idea to meet with a stranger alone and out of public view. In addition, let your neighbors know that you’ll be showing your home, so they can be on the lookout for anything unusual. It’s always better to be safe than sorry!
Don’t Leave Valuables Out
Be sure to put jewelry, passports, bank statements and other financial information out of sight. The same goes for medications. Even if it’s unlikely that a visitor will swipe something while you’re around, it’s best not to advertise any valuables in your home. Also, don’t forget to shut off and password-protect your phones, computers or devices.
Get Feedback from Visitors to Improve!
One of the most important house showing tips is to get more house showing tips from your audience. When buyers visit your home, try to keep notes of their name (or their buyer’s agent name), phone number, email address and the date of your showing. If you don’t hear from the buyer within a day or two, send out an email asking for their overall impression of the home, how it compares to other homes they’ve seen, and what they liked and didn’t like.
The best way to make your home more appealing to buyers is to hear back from buyers themselves. Sending an email, as opposed to asking in person, will make it easier to get honest answers. You don’t need to act on any every comment or suggestion, but if you see a trend in what people are saying, you can take steps to improve your home and generate better offers in the future!
For more tips on showing your home like a pro, check out our 6 Step Guide to Showing Your Home.