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