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