How a Home Showing Can Make or Break House Sales
Do you know how a home showing works? A house showing is the start of hopefully a buyer becoming interested enough to make an offer on your place.
Showing a house is one of the primary functions of a buyer’s agent. It goes without saying you should strive to make the home showing experience a pleasant one.
The house showing can make or break whether a buyer will put your home under consideration or not.
Many house showings lead to disappointment for numerous reasons, including the home not being well kept, lots of clutter, obvious repairs needed, undesirable floor plan, and a whole host of other reasons.
Let’s take an in-depth look at some of the best home showing tips to increase your chances of a fast home sale.
Don’t Restrict Home Showing Access if Possible
One of the best showing tips for selling a home is being exceptionally flexible! When selling a home, if buyers can’t get in when they want to, you’ll make things awfully hard on yourself and your agent.
Quite often, sellers will put up barriers to access, such as making advanced showing notice a necessity.
What some sellers fail to understand is that buyers quite often don’t look at one property. They will schedule multiple homes to view on a given day. If your house is the only one with showing restrictions, the buyer may skip seeing your home.
A missing showing is a missed opportunity to sell your house. It is as simple as that. One of the other homes may catch the buyer’s fancy, and they never come back to view your home.
If you don’t want to leave money on the table, it should be a priority to get as many people through your door as possible. Making showings complicated is not going to achieve those goals. A home showing should be a piece of cake to make, not an exercise of jumping through hoops!
Don’t Make Your Real Estate Agent Attend House Showings.
One of the more significant misconceptions in real estate sales is that agents somehow influence a buyer’s decision to purchase a home. Sorry, folks, it doesn’t work that way. Real Estate agents don’t have magical powers of influence. Your agent will never talk someone into buying a home.
Buyers typically know within a few minutes of walking through a home whether they are interested or not. Having your real estate agent present pointing out that you just painted the bedrooms, installed granite counters in your bathroom, and added a Nest thermostat isn’t going make them buy your home.
Buying a home is a HUGE emotional decision. It is not like buying a pair of shoes that a salesperson might talk you into purchasing. So what difference does it make if the listing agent is there?
It matters plenty! Why? For a couple of reasons – most buyers and their agents don’t want the listing agent hovering over them. Buyers and their agents want to be able to speak freely about the house. Frankly, they can’t do that when your agent is there.
More importantly, when you require your agent to be there, you’re adding another level of difficulty in showing the home. Your agent will now have to match their schedule with the buyers and their agent.
Let me be frank – if your real estate agent can do this all the time, you have picked the wrong agent! A real estate agent with all the time in the world on their hands is not who you want. What this means is nobody else is hiring them. Top producing real estate agents do not accompany showings!
When a real estate agent wants to show a house, it should be simple to do.
Bonus showing tip: when having an open house, don’t leave these things out. So many people do not realize how much theft takes place at open houses.
Defer Your Home Showings
One of the most powerful sales strategies, especially when in a seller’s market is to start your showings after it has been listed for sale for a period of time. This is what’s referred to as deferred showings.
Essentially you list your home in the multiple listing service at the beginning of the week but don’t start the showings until the weekend.
This gives all the buyers in the marketplace ample time to know your home is for sale. It provides all of them the opportunity to potentially buy the house. As a seller, you don’t have to worry about leaving money on the table.
You’ll be exposing your home to the broadest audience possible. When you list your home the traditional way, it’s possible you could receive an offer on the first day it hits the market. It might be an offer you would accept.
What you’ll never know, however, if other buyers also would have made an offer! Guess what happens when you receive multiple offers on your home? If you’re thinking bidding war, you’re 100 percent correct.
With a bidding war, you get the terms you want. It’s entirely possible and, in fact, likely; you’ll sell your home higher than the asking price.
Deferred showings are something to ask your real estate agent about. It is important to note that a deferred showing is NOT the same as a coming soon listing. Coming soon, marketing may or may not be right for your circumstances. Take a look at the article to see why.
When you have deferred showings, you also eliminate any need to host an open house. Instead of having a bunch of deadbeats going through your home, increasing the risk of theft, you’ll have only qualified buyers.
Never be fooled by the real estate agent who wants a pocket listing. You will want as many house showings as possible to get top dollar for your property. Pocket listings do not accomplish that goal.
Tips for Showing Your Home
Now that we have covered the sales strategy of showings let’s talk about the presentation. The best showing tips for sellers start with curb appeal. First impressions are everything, especially when you are selling a home.
You often only get one chance to put your best foot forward. Potential buyers will either be drawn to the property, be ambivalent, or be pushed away.
Ideally, your staging will excite buyers so much that they can start to see themselves living in the house. But to accomplish this, you will need to pull out all the stops when it comes to your home showing.
1. Make sure your exterior is presentable.
Going the extra mile with your home’s exterior appearance is important. Here are some tips for getting it in shape:
- Make sure the grass is cut and raked with no extraneous debris.
- Keep the driveway clean and passable. A beautiful seal coat always does wonders for those driveways that are showing their age.
- Make sure the walkway is presentable – you might want to give it a good power wash.
- The shrubs and plantings should not be overpowering – make sure there is a clear path around the home.
- If you have got mold or mildew on the siding or deck, have it washed.
- Plant some seasonal flowers to add some color near your entry.
- Your door and entryway need to sparkle. Buyers will really notice this area.
These are all small improvements that will increase the value of your home. Read the article for more ways to increase your house value.
2. Make Your Interior POP For Home Showings
Real Estate agents talk all the time about how vital it is to prepare your house for showings. One of the more essential things to do is get rid of any extraneous furniture and other items that really “clog up” a room.
The home showing should be inviting. You can do a few things before your house showings begin that will help a buyer be able to picture themselves in your home.
Start by calling a junk removal company such as 1-800-Got-Junk to get rid of all of the things you know you won’t be bringing to your next home.
If you have furniture to get rid of, some charities will pick up furniture donations for you.
By removing these excess items from your home, you’ll make the process of showing the house much better.
2. Offer a Warm Welcome For Showing a House
You have been to homes where you feel welcome. You have also been to homes where you don’t. When showing, you want buyers to feel like they belong—better yet, you want them to feel like they are right on the edge of living there themselves.
There are some things you can do to encourage a welcome feeling, including:
- Let them keep their shoes on. Making buyers take their shoes off to enter the home isn’t always a great idea. Forcing them to take their shoes off risks making them feel like children visiting a stern relative, the opposite of what you are going for. Of course, if the weather conditions don’t allow for this, that’s a different story. If your carpets have never seen a shoe print, then, by all means, do so. The buyer will probably appreciate your pride of ownership.
- Give them as much time as they need. Waiting for someone to explore your home is not always easy, but do your best to avoid hurrying buyers. Remember, they are deliberating on one of the most significant financial decisions of their lives. A rushed home showing is not a pleasant feeling.
- Stay away. Buyers need the opportunity to talk about the home, but they will not feel free to speak their minds if you are hovering around. Do not ever attend the showing. Let the real estate agent do their job. A house showing should always be free of sellers present.
3. Don’t Skimp on Heating or Cooling.
Homes are designed to provide shelter, a safe and welcoming space out of the elements. A desirable home allows us to stay comfortable no matter what the weather is outside.
Unfortunately, some sellers get so caught up in their frugal ways—keeping the thermostat at a certain level to save money—that they create an unpleasant environment for potential buyers.
It would be best if you kept your home as comfortable as possible while you are showing it. In cooler weather, turn the heat up so that the house is warm and inviting, a soft cocoon where buyers can picture themselves with their families while winter storms rage.
In warmer months, turn the air conditioner on and keep the house cool and pleasant. Buyers want to know that they can depend on their new home to keep the sweat away when the summer sun is beating down. Again, a home showing should be a pleasurable experience.
Besides making your property comfortable, generous heating or cooling can make buyers stick around for longer than they usually would on days where the weather is harsh. The longer they shelter from what is going on outside, the more likely they will see the property as a great place to live.
4. Cultivate An Inviting Atmosphere For Your Home Showing.
One of the keys to effective home staging is creating an atmosphere, a mood that everyone can feel and enjoy walks through the door. There are several things you can do to enhance the mood in the home, including:
- Light a fire in the fireplace. Summer or winter, spring or fall, a fire in the fireplace can really add to the homey atmosphere in a room and throughout the home. Most fireplaces are not particularly good at heating a room, so even in summer, you probably do not have to worry about the fire being too warm. Keep it small, of course, and adjust the thermostat accordingly.
- Turn on your fountains. Water fountains are great for white noise and relaxation. Whether you have a large fountain in the yard, a tiny desk fountain, or something in between, turn it on so buyers can associate relaxation with your home.
- Play pleasant music at low volume. The music you pick should be something that sets the desired mood without distracting. Keep the volume low enough that people can speak without shouting but high enough that the music is audible.
- Make sure the home sparkles. While someone may not have the money to make expensive improvements, there is no excuse for not making sure the house is spotless.
5. Pay Attention to Scents.
Some risks come with relying too heavily on scents when showing a home. What smells good to one person may be unpleasant or even harmful to another.
It is usually best to avoid any scents that are too strong or too pervasive—like having every room smell like pine or vanilla. If the weather is beautiful, opening up the windows and letting fresh air in can be much better than artificial scents.
Of course, if there are bad odors outside or too much noise, it may be better to keep them closed.
Another important thing to remember with scents is that you should never promise what you cannot deliver. Filling the kitchen with baking smells, but having no baked goods to snack on, is only going to frustrate buyers.
If you have pets be mindful of how essential it is to make sure there are no odors. There is nothing that can stop a successful home showing in its tracks than an unpleasant pet odor.
The same can be said for cigarettes. If you are a smoker, it would be advisable not to smoke in your home while you’re trying to sell it. You can turn away a significant amount of buyers at house showings.Bad odors can easily kill your home sale!Click To Tweet.
6. Brighten Things Up Before Showing Your House
Buyers are there to see the home, which means they need light. It is a good general rule to go through the house and turn on every light you can have.
With all the lights on, buyers will not be stumbling around in search of light switches, and they are not going to be suspicious when they cannot view specific areas of the home.
Even better than indoor lights is opening up the blinds and letting the sunshine in. However, if you have certain things you want to avoid showcasing, like an ugly fence outback, you can keep some curtains drawn.
One of the things I always counsel my clients on is making sure lights are turned on before showings. This is one of the best showing tips for selling a home, and it costs you next to nothing.
7. Offer Snacks and Refreshments.
You want potential buyers to stay and look around. You also want them to feel at home, like they could live there. Providing snacks and refreshments helps you accomplish both of these goals.
Leaving some refreshments is a nice gesture that could influence in a positive way how the buyer thinks about you even though you’ve never met. No one will have to leave because they are hungry or thirsty either.
8. Make Sure Your Real Estate Agent Has a Feedback System.
If you’ve followed through with these showing tips, then undoubtedly, people are going to a lovely property.
From your perspective, you’ll probably want to know what their thinking. Do they like my home? Did they hate it? Is there something I can do to improve the showing experience?
As a seller, you should expect your agent to provide feedback. A top agent will have a showing feedback system in place to let you know what buyers are thinking. Insist on it!
Showing feedback should be part of a carefully crafted marketing plan to sell your home. When interviewing real estate agents, pay particular attention to this.
How Many Showings Before an Offer
A question lots of real estate agents get is how many showing can I expect before getting an offer. There is no magic number. The number of house showings will depend on numerous factors including the local real estate market conditions, the price of the home, and much of the advice laid out in this article.
If you have followed the showing tips and your home is priced properly, it should sell quickly.
Final Thoughts on Home Showings
From a real estate agent’s perspective showing a house can either be an excellent experience or one that can’t get over quick enough. From a seller’s point of view, going the extra mile to make the home showing process a smooth one can really help your sale.
Hopefully, you have enjoyed these tips on how to show a house. If you need home selling assistance in my area of Massachusetts, feel free to reach out.
Additional Helpful Home Selling Resources
- Get your home looking its best before selling – before putting your home on the market, make sure it is ready for home showings. Without being prepared, you could end up putting less money in your pocket.
- Best advice for getting your home ready to sell – see some excellent advice from Luke Skar on making sure you’re prepared for showing your house.
- Don’t stage your home with ugly – Michelle Gibson offers some helpful tips on making sure that your staging does not turn homebuyers away.
- Killer curb appeal tips – the curb appeal of your home can significantly influence how quickly it sells. Get some smart guidance from Lynn Pineda.
- Things that make your home worth more – do you know how you can add more money to your wallet after selling a home. Find out with these terrific tips from Jeff Nelson.
Take a peek at these additional articles that are packed with great house selling tips.
About the author: The above Real Estate information on best showing tips for selling a house was provided by Bill Gassett, a Nationally recognized leader in his field. Bill can be reached via email at firstname.lastname@example.org or by phone at 508-625-0191. Bill has helped people move in and out of many Metrowest towns for the last 34+ Years.
Are you thinking of selling your home? I have a passion for Real Estate and love to share my marketing expertise!
I service Real Estate Sales in the following Metrowest MA towns: Ashland, Bellingham, Douglas, Framingham, Franklin, Grafton, Holliston, Hopkinton, Hopedale, Medway, Mendon, Milford, Millbury, Millville, Northborough, Northbridge, Shrewsbury, Southborough, Sutton, Wayland, Westborough, Whitinsville, Worcester, Upton, and Uxbridge MA.