Homeseller's Guide Part IX

Showing Your Home

Showing your home can be stressful for many sellers, but is an absolute necessity. As mentioned earlier, however, it is wise to require an appointment, refuse drop-ins after dark, and to always have someone else present when showing your home.

By keeping curtains and drapes open, you make it possible for people on the street to look in, and to notice how inviting it seems. Have lights on, and make sure you have eliminated clutter and messy areas.

As a seller, you would do well to note that prospective buyers can be nervous, so give them plenty of room. Greet them at the door with a smile, a handshake - and a sign-in sheet. Let them know they are free to tour the home and property, and if they have any questions, they only need to ask. Then, (assuming you have safeguarded your valuables elsewhere), leave them to go it alone, unless they request otherwise. Offer coffee, tea or soft drinks (no alcohol - maybe the buyer is in AA).

After the prospect has toured the home, they will likely want to go back through, with you, to ask questions. Be prepared. If you have done your homework, you will likely know, already, the questions they will be asking, and have your answers ready. For example, if your initial inspection revealed that the attic was not insulated well, and you did not choose to add insulation, the buyer might well inquire about the lack of insulation. Prepared in advance, you can simply explain that you had had plans to remodel the attic as a private study area, so there was not point in putting in more insulation yet. Not only does this adequately explain why it is under insulated, but it also gets the prospect thinking about what he could do with that attic.
After showing your home, do not wait more than a day or two to call him, and ask if he has any more questions, and whether or not he is still interested. If he is, indeed, still interested, this is a good time to invite him over to begin tentative negotiations.

Sometimes, a buyer will begin negotiations during the showing of the home. Be prepared for that. If they are interested and want to know what should be done next, let them know that the next step is to present a written offer. You should have the agreements ready for such.

IMPORTANT: Remain calm, friendly and smiling at all times, even if the prospect is obnoxious or rude.

Now, the time has come where you will have to negotiate with a serious buyer. There are important rules that come into play at this stage. Use care, and make sure you end up getting a deal that you feel good about.

NEXT: Negotiating With Buyers - Know What You Have