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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.
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