Showing the House

You've made the appointment, and now you wait for the buyers to come. Don't be surprised if quite a few don't show up. As aggravating as this can be, it is normal. Often once the buyer has the address, they may drive by the outside to get a look right away. If the exterior doesn't appeal to them, they may not bother to show up, or even call to say they aren't coming.

When they do arrive, the following tips will be helpful:

	Always have at least two adults home when the house is being shown (See Chapter on a Safer Sale).
	Keep pets out of the way. If Fido likes to bark, send him for a walk. A barking dog can be a real nuisance (even for animal lovers) and will hurry buyers through your home.
	Have as few people as possible in each room. It gives space for viewing and makes rooms appear larger. Children are cute and can be curious, but this is not a social visit. Give them something to do, or send them off to a friend's while you show the house.
	The potential buyers should be given space to discover each room leisurely. Do not have several family members accompany them throughout the home. One person should take on this task.
	Turn off all televisions, and any loud appliances. Soft music may be appropriate.
	Don't offer too much information. Allow buyers to look in relative silence. They will ask what they want to know.
	Prepare a fact sheet, and give buyers a copy. Make sure you verify information like taxes, first. Include key points of interest, like location of schools, stores, parks and historical sites.

Follow up. Call back buyers if you haven't heard from them in more than a few days. Obviously, if they were interested, you would probably have heard from them by now. The real reason you want to call them is to get feedback. Ask them what they thought of the house. Tell them you would appreciate their candid response. This will help you better understand what your home's faults are. Find out how your home fares against other homes they have seen for sale. Ask them if they think there is anything you can do to improve your home's appearance for the next buyer. There's no harm in asking. And, they will probably not mind responding if they understand that you are looking for their help.

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