The Showing

Everything is going to be fine. The agent has Called in advance and you have made your last minute preparations as indicated in “Preparing For A Showing”.

RELAX There is nothing more to do. Pick up a magazine while you are waiting. Try to be understanding; the agent may have several home showings scheduled and he or she may be a bit early or late. It’s very difficult to be perfectly precise.

THE DOG Keep Fido away. Pet lovers will be distracted by your fun pet. For those who do not have pets, it may be bothersome.

CHILDREN SHOULD BE SEEN AND NOT HEARD This is a new experience for the kids. Naturally, they are excited, but they will disturb the professional flow of the showing. Ask them to remain away from the agent and buyers, to go outside, or to watch TV.

DING DONG Answer the door as you would for any welcome guest. The agent will take care of the introductions. If there is a situation that needs mentioning, perhaps a sick child in the second bedroom, do so now. You may invite the agent to begin showing the home and then you may excuse yourself.

LOW PROFILE Discreetly remain away from the buyers. As helpful as you wish to be, your presence will be intimidating. They need to be able to discuss the home freely with one another and the agent needs to learn from the buyers how they are responding to your home. Your presence can limit that free communication.

WHAT SHOULD YOU DO? Read a magazine; watch a TV program; take a walk outside; continue with a chore. Pick a room and settle down. When they stop to preview that room, you may leave, but it’s not really necessary. After all, they don’t want to feel that they are chasing you around the house. If there’s a room that you should try not to be in, it would be the kitchen since buyers, generally, spend more time there as they evaluate appliances, counter space, cabinets, etc.

CONVERSING WITH THE BUYERS If you are asked a question about the neighborhood, schools, etc., by all means answer pleasantly. However, avoid becoming engaged in a Conversation. Questions regarding terms of Sale should be referred to the agent. If the agent is a cooperating broker and does not have the answers, advise him or her that I, your agent, will contact him.

INCLUSIONS The listing sheet should clearly identify items that are included and excluded in the offered property. Don’t initiate conversations about other personal property that you may be interested in negotiating. It rarely is a deal clincher, may be distracting, and besides, there will be time to discuss this at the offer presentation time.

LET THE “PRO” WORK As much as you love your home, don’t be tempted into doing the agent’s job. He or she has been working with the buyers and should know what is important to them. Whether the agent mentions your new refrigerator now, or after they leave, is in his hands.