If you have done your groundwork and initial marketing effectively, the physical showing is just a formality. The prospective buyers have viewed every room in your house, the surrounding areas and maybe even your neighbours from your web site. (Our free ebook shows you how easily and inexpensively a website can be to market your home) They have had time to enjoy viewing every room of your home in the privacy of their home without time constraints or feelings of pressure. They have also had time to formulate any questions they may have and ask them prior to the showing.
Before your prospective buyer arrives take the time to walk through your home and figure out how you are going to show the house. Plot it out room by room and write down or make a mental note of any features or attractions you will point out.
We always start with the entrance and then move into the main living room and dining areas. I always encourage the buyer to open cupboards and closets. I give them a lot of space and will often leave one in the room and proceed into the next room with the other. It should be as relaxed as possible. I always play music in the background (something harmless and at a low volume), to give some relief from the silence.
Once we have shown the interior, we move outside and provide information about the nearest neighbours and also the surrounding area. Try to keep things conversational and if you have amusing anecdotes use them. The one thing I can't stress enough is to keep your opinions to yourself. Do not under any circumstances discuss politics, religion or any other personal views that can clash with the prospective buyer. Be diplomatic at all times.
Once you have shown the house negotiate the sale. We are prepared with answers to any question and have copies of bills for their reference. Don't be afraid to ask about their timeline and expect them to leave and discuss it before they contact you with an answer.
You are not being rude by asking them "So what did you think?" and in our opinion we would rather have a "no" than a "Maybe". Not knowing where you stand after a showing can be nervewracking.
Dont expect a yes or no on the first visit, but it does happen. Expect a second viewing and then possibly an offer. Unless you receive full asking you may want to refuse the first offer.....but that is another topic....negotiating a price
