How to show your home to buyers.

There are two ways in which you are going to show your home, during an open house or during a single appointment.  Each one requires a different approach.  For both approaches make sure you move all valuables from site.  And never show your home alone.  Make sure to have at least one person there with you for safety.

Open House

It is not advisable to serve food or drinks during the open house. This can cause a mess.

You want to prepare a simple flier that states the address, asking price, the property taxes, HOA fee if any, and a short description to indicate the type of property, ie 1 family, condo, and how many bedrooms and bathrooms. Mention or list if appropriate the upgrades. If no upgrades mention what is good about the home and the area.  In some cases the home is not in good condition and being sold as is, then just indicate it is an as is sale. Include your email, stay away from providing a phone number.  Phone numbers encourage people to call, you may be on a call with an unqualified buyer for hours, which is a waste of time.  Further if someone is making any offers you want it in writing, no verbal offers.

If at the open house someone wants to make an offer tell them to email the offer amount, how much on the signing of the contract, when they want to close, and include their pre approval or if paying with cash they need to provide proof of funds such as a bank statement showing enough cash to close.  Do not make any rash decisions.

Schedule your open house for approximately 2 hours. If more people come great, you can stay longer. Typically they are held 12 to 2, or 1 to 3.  But use your judgment.  Never hold an open house in the evening.

Everyone should be let in, up to 5 groups at a time depending on the size of the home and the amount of people that are waiting to see the place.  You want everyone to see that there are many people interested.  This creates competition.

You should encourage everyone to look around, and if they want to open the closet doors.  Closets are important and most buyers want to see them but wont open a door unless given permission.

Encourage everyone to look at the interior first and then the exterior, if applicable.  Then they can leave from the exterior of the home and you can let someone else in.  Generally you start on the first floor, move to the second then at the back and around the front.

If you have a lot of traffic, then don’t expect to connect with everyone.  You don’t need to show everyone around.  You can start a tour with one group and then move to the next. You can stand in the front of the home and just let everyone roam around.  It is up to you.  You want them to get a sense if they like it.  Those that do will take a deeper look and stay longer than those that are not.

Answer as many questions as you can but about price.  If anyone mentions or asks about price just say you will look at all offers being made. This way you don’t offend someone and you don’t start justifying your price in front of others.  Also don’t answer a question your not sure of.  You can ask for the persons name and number and later find out the answer.

Showings by individual appointments.

The objective is to sell your home.  Showings are for potential buyers to look carefully at your home and decide if they want to buy it.  I mention this because many times buyers will come, not even step in and walk away without looking inside.  Don’t be offended.  You want to sell the home to someone whom wants it.

As with the open house prepare a flier to hand to the person so they have the info needed and how to reach out with an offer.

Typically you are going to start with the area you walk into.  Then show them the rest of that floor. If there is an upstairs, bring them second to their.  After that would be the basement if any, then out the door to see the exterior of the home, and send them on their way from their.

While walking through the home you can engage in conversation about what you like about the home and the area.  Don’t assume everyone knows the ins and outs of an area like you.    Its good to point out all you can that makes your home special to you.  For example, bathrooms was updated but we also changed all the plumbing and electric as well.  Roof was leaking so we replaced the entire roof.  Or about the upgraded items in your home, not all buyers know the differences between stoves, paint, types of wood.  Or the quality of the appliances if high end. Be sure to mention all this because that is what will make the difference for buyers.

Almost everyone is going to ask why you are selling.  Be sure to have a reply.

Some buyers may want to make an offer immediately. Remember tell them to put it in writing with a pre approval or proof of funds. If they are pushing to negotiate just say you have to review their offer as a total.  What is the offer amount and down payment, when do you want to close, and compare that to others I have received. This is not a rush rush thing.  This is a take your time to make sure you are considering everything.  You don’t want to avoid signing a contract with someone that cannot close.

It is not very hard to show your home.  It is much harder to get people to leave.  So be sure to move people along as you are engaging them to the exterior of the home so that you can end the showing should it be going too long.

Good luck with your showings.