Although the buyer is a guest in your home, you want the buyer to imagine owning the home. You don’t want to make the buyer feel like an intruder.
Don’t expect the buyer to remove his/her shoes, unless you are selling to a buyer for whom religious or cultural reasons mandate it. Otherwise, the presumption may be insulting.
Leave the house. The buyer won’t talk about the house in front of you or open doors with you standing there.
Don’t pressure or hurry the buyer. Tell the buyer to take all the time that is needed.
Leave a bowl of wrapped candy or other treats near the front door with a small note thanking the buyer for coming to see your home.
CHECK THE TEMPERATURE
Now is not the time to worry about your utility bill. If it’s cold enough to wear a sweater to stay warm, turn on the heat.
If it’s warm outside, turn on the air conditioning. It’s better to heat or cool the house a degree or two warmer/colder than usual and then set the temperature at normal. This prevents the heat or A/C from kicking on when the buyer is present because some HVAC systems are loud.
CREATE A MOOD
Light a fire in the fireplace.
Make it romantic by placing two champagne glasses on a nearby table.
Turn on soft music.
If you have water fountains, turn them on. They are especially useful for drowning out traffic noise.
PLAY DOWN THE SCENT
Many people are allergic to certain scents and deodorizers, so don’t.
Spray the air or plug-in air fresheners.
Don’t burn candles or spray perfume in the bedroom for the same reason.
If weather permits, open the windows.
If you’re going to bake cookies or simmer spices such as cinnamon in water on the stove, put out munchies so buyers aren’t disappointed.
PLAY UP THE VISUAL
If you have seasonal photographs showcasing flower gardens and leaves.
Bursting in color or a snow-covered lawn twinkling from street lights, then display them in a prominent position.
Open all the window coverings to let in light.
Keep blinds partially closed that otherwise show undesirable outdoor scenery such as a dilapidated fence or a nearby structure that obstructs views.
LIGHT UP THE HOUSE
Turn on every light in the house, including appliance lights and closet lights.
Brighten dark rooms with few windows by placing spotlights on the floor behind furniture.
ENCOURAGE TOUCHING
Drape sensuous fabrics such as velvet or silk throw over chair arms.
Leave doors slightly ajar.
If you have carpeting, vacuum as often as possible. Especially before open houses.
Wash windows and walkways. Clean up leaves.
PROVIDE THOUGHTFUL CARDS
Drape sensuous fabrics such as velvet or silk throw over chair arms.
Leave doors slightly ajar.
If you have carpeting, vacuum as often as possible. Especially before open houses.
Wash windows and walkways. Clean up leaves.
TOP IT OFF WITH FOOD
The best way to entice buyers to linger and notice even more details about your home is to offer them food. You don’t need to cater a lunch, but finger sandwiches, cookies, soft drinks, water, and desserts, all are welcome.
Set out serving utensils, if needed.
Provide plates, cups, and napkins. They can be paper products.
In plain sight, provide a waste receptacle.
ENCOURAGE BUYER FEEDBACK AND BE OPEN
Near the snacks, leave pens and a stack of pre-printed questionnaire cards or a guest book to sign.
Buyers will feel obligated to respond to your request after being fed.
The showing feedback you receive will be invaluable.
Allow buyer anonymity if they don’t want to leave their name and number.
Be open to feedback. It’s just an opinion, however, it may allow you to make adjustments.
