Prepare the home before buyer arrives, lock up pets, turn on lights, light candles etc. Undoubtedly your presence can make the buyer uncomfortable. Let them roam through the house at their own pace, stay close by but not on top of them. Point out any positives and answer all questions. If there is something negative about your house, be as honest about it as you can. This will build a trust factor with the buyer. If you don’t get along with your neighbors, don’t mention it. You may have trouble with them, but the new buyers may get along fine. Tell them how long you have lived there and why you are selling. If you have been transferred because of a job, that will comfort the buyer that you are not selling the house for some unforeseen reason. Try to remember what first attracted you and convey that to your prospects. Talk about what has been updated or recently replaced, emphasize how well you’ve maintained the home. Discuss the advantages of the location, the neighborhood, close proximity to schools, churches, parks and shopping, etc. You want your prospect to envision living in the home and whatever you can say or do to make this happen, you should. Invite them to make a return visit at their convenience. Be as flexible as possible.

When buyers ask to see the home, make sure you get their name and phone number. If some emergency should arise that would prohibit you from keeping the appointment, be courteous and call them. This also allows you to keep a list of people who have toured the home and a way to contact them should you need or want to later. While you have them on the phone, find out how they knew your house is available and ask them a few questions. Find out if they’re local or from out of town; do they have a home to sell before they can buy a new one; have they pre-qualified with a lender. There are ways to ask these questions and not be intrusive and you should practice how you’re going to do it. Finally, be prepared for the ultimate question from a buyer “Why are you moving?” Chances are you’re moving for the same reasons they’re moving. You’ve outgrown the house, the house is too big since the children grew up, the drive to work is too far, etc. Your response to the question should not be negative. It should be simply that the house is great but for whatever reason, your needs have changed.

Assuming your home is in a “state of readiness”, you can begin to set appointments and show your home. Make sure you set the right atmosphere for the showing, calm and relaxed. Fresh flowers, if possible, are a nice touch. The house should be well-lit, no dark halls or rooms. Children, when possible should go to a friends house, or visit a neighbor. Pets should be confined or out of sight because they can be distracting.

Hopefully, you’ll hear back from buyers who have toured your home but don’t always count on it and don’t be discouraged when you don’t hear from them. If you haven’t heard from them, you may want to wait a couple of days and give them a call. Ask them if they have any questions or would like another walk through. If they are not interested, this gives the seller the opportunity to receive feedback about their house that may help with future potential buyers.