How do I sell my house? Part three
Your house is spotlessly clean, de-cluttered, staged, and looking beautiful for all those buyers! (Click here if you need to go back to review my part I and part II on 'How to sell my house') Once your home is active in the multiple listing server, the next step is to get buyers through the door to tour the home.
There a few different types of showings that a seller should be aware of. In this post we will review open houses, brokers opens, agent previews, and buyer showings. We will also discuss some of my thoughts on a seller's expectations and etiquette.
1. OPEN HOUSE
An open house is when your agent (or a licensed colleague of your agent) advertises that the property is available to be seen without an appointment at specific times. Often these are hosted on a weekend afternoon. The agent will be present to show the home and answer any questions a buyer may have. When an open house is marketed and hosted properly, this can be a great way to stir some interest in your home!
Just be mindful of removing any valuables from the home if you have not already done so. When an open house is busy, it can be difficult for an agent to keep a vigilant eye on all guests.
2. BROKERS OPEN
Some agents will host a brokers open in which they invite local real estate agents to come tour the home at a specific time. Agents will usually offer lunch or sometimes drinks for a twilight open. This is a great way to get the property in the forefront of all the local agent's minds for when they speak with buyers.
3. AGENT PREVIEW
It is a good practice for an agent to schedule a preview of a home prior to showing a client the property. They want to familiarize themselves with the home and also decide if it meets the client's requirements prior to bringing them through.
For an agent preview, you don't need to go above and beyond to set up! No need for the scented candles or making sure the laundry is out of the laundry room. An agent is just walking through for a brief look.
4. SHOWING
You will have control over showings, but it is highly advisable to remain flexible! A buyer's agent will request a showing for a specific day and time. They will accompany their client to tour the home during that time. Agent's are then asked to leave feedback on their client's experience and interest in the property.
Most homeowners who are occupying the home at the time of selling will require a certain amount of notice. Try to make this time as little as possible, but it is understandable that you will need a heads up to get the house pulled together. 12-24 hours should be the maximum time you block out.
Make sure there are no lingering odors (trash, fridge, pet food, smoke, etc.) and all the clutter is off of tables and counters!
Now that we are all familiar with the types of showings to expect, now let's discuss etiquette and expectations for you, the seller.
1. Treat every showing like it's 'The One'
Selling a home can feel like a full time job. You already have put so much work into getting the property ready for photos. Now the hard part will be maintaining that same level of order and cleanliness. Buyers have seen the photos and are expecting to experience the home as they envisioned. If you let the clutter and dust creep back in... it can be a major turn off!
2. Leave the house!
This may seem obvious, but it is so important. I understand that it is still your home and you are going about your life, but please make every effort to be gone for every showing! Go out for a walk or take care of your errands.
When a seller is present during a showing, it creates an uncomfortable situation for a buyer who is trying to picture themselves in the home. You want the buyer to have a positive experience. Do yourself a favor and leave for awhile!
3. Arrange to bring your pets with you
I know sometimes this just isn't possible, but if you can make an effort to have your pets removed from the property (or at least caged) for all showings it is preferable. Not everyone is an animal lover and some people have allergies to certain animals. Making your home friendly and comfortable to all potential buyers is really important.
4. Don't take negative feedback personal
Not everyone will love your home! Think about when you were house hunting (maybe you are doing so right now). Every home you tour is beloved by an owner, but not every home works for you. Some buyers may criticize your paint selection or kitchen finishes, but that's just their personal taste.
Feedback is really important. If your home ends up sitting for awhile, you now know what buyers like and dislike about the property. This is incredibly useful information because you may be able correct something that seems to be a turn off.
5. Remain Open Minded and Flexible
When an offer does come in, don't sweat it if it is not your full asking price. There are many ways to structure an offer and you will have an opportunity to counter offer. You should almost always counter an offer if you do not like the number Even if you are far apart in price, I always advise keeping the conversation going because you simply never know what terms the buyer is willing to accept. Talk it through with your agent and see if there are options to make it work for everyone!
If your property is sitting too long at the original price, don't be hesitant to drop it. When a price is adjusted, it pops up on many agent and buyer watch lists. Most system's will also automatically notify agents who have shown the property already.
Remember, Market Value is what a buyer will pay for it. If no one is comfortable paying you your asking price... than that may not be it's true value! This is often a difficult concept for buyers to accept, so remain open minded and let the market dictate price!
I'll save the conversation on offers, what terms are negotiable, and thoughts on counter offers for another post, but I hope this gives you some clarity on what to expect when showing your home! If you have thoughts or questions, please leave them in the comments.