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The Basic Do's and Don'ts
You have talked with your sellers about the physical work involved to get their home ready to show, but have you mentioned other events that may take place while the house is on the market? Giving sellers a basic education in Buyers 101 will help prepare them for the realities of showing a house.
An Open Mind and An Orderly House
Same-day and even last-minute requests for showings are common. A seller with a '24 hour notice to show' stipulation cuts himself out of a good chunk of the buying market. The only standard hefty lag time that should be necessary is when you must give ample notice to a tenant. If sellers chooses to make showings difficult, be sure they understand the downside.
Keep it Flexible
Explain that most agents do try to arrive within the scheduled showing time, but sometimes it just isn't possible. They may get stuck in traffic, or the house they saw prior to your showing took longer than expected. It happens, and sometimes it happens too late to be fixed by a phone call. Encourage sellers to stay away from home a little longer than they think is necessary, just to make sure they don't interrupt a showing.
Sellers Who Want to Be Present
Sellers think agents and buyers won't be able to find everything, that they must be there to point out important features. Truthfully, most just want to be present to see buyer reaction firsthand. Sellers should be aware that at the very least buyers feel uncomfortable when they are present, and that it can actually kill a sale.
The Basic Do's and Don'ts
You have talked with your sellers about the physical work involved to get their home ready to show, but have you mentioned other events that may take place while the house is on the market? Giving sellers a basic education in Buyers 101 will help prepare them for the realities of showing a house.
An Open Mind and An Orderly House
Same-day and even last-minute requests for showings are common. A seller with a '24 hour notice to show' stipulation cuts himself out of a good chunk of the buying market. The only standard hefty lag time that should be necessary is when you must give ample notice to a tenant. If sellers chooses to make showings difficult, be sure they understand the downside.
Keep it Flexible
Explain that most agents do try to arrive within the scheduled showing time, but sometimes it just isn't possible. They may get stuck in traffic, or the house they saw prior to your showing took longer than expected. It happens, and sometimes it happens too late to be fixed by a phone call. Encourage sellers to stay away from home a little longer than they think is necessary, just to make sure they don't interrupt a showing.
Sellers Who Want to Be Present
Sellers think agents and buyers won't be able to find everything, that they must be there to point out important features. Truthfully, most just want to be present to see buyer reaction firsthand. Sellers should be aware that at the very least buyers feel uncomfortable when they are present, and that it can actually kill a sale.
- Buyers often won't even open closet or cabinet doors when the seller is present because 'It's not polite.' If they cannot view the house comfortably, they'll hurry up and move on to the next one.
- Sellers want to talk, and not just about the house. You never know when a buyer will be turned off by the mood of the seller, or by a statement the seller makes. Buyers are there to look at the house, not chit chat about hobbies or the weather.
If sellers must be home during a showing, counsel them to go outside or stay put in one location, not wander around with the agent and buyers.
Pets
Pets should be out of the house during showings. If there are pet odors, talking with your seller about the subject can be tricky, because most people are not aware of odors in their own home. You may need to conjure up your best be-tactful mode to deal with this subject.
A Few Solutions
- Share the information in a 'did you know this about buyers' tone, rather than simply telling a seller what he must do.
- Consider putting it all on paper in an easy-to-read format. Give the seller a day or so to digest the information, then ask if he has any questions about it.
- Show that you respect the seller's opinions by asking what he thinks are the home's 'best' features, then spotlight those features in a flyer or brochure that can be left on a table for prospective buyers.
Sellers usually just want to help. It's up to you to figure out a way to give them a role in the sales process, one that is truly helpful and won't have a negative impact on showings.
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