Real Estate News

1) The Gracious Welcome

• 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.

2) 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.

3) 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.

4) 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.

5) Play Up the Visual

• If you have seasonal photographs showcasing flower gardens, 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.

6) 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 spot lights on the floor behind furniture.

7) Encourage Touching

• Drape sensuous fabrics such as velvet or silk throws over chair arms.

• Leave doors slightly ajar.

• If you have carpeting, vacuum as often as possible. Especially before open houses.

• Wash windows and walk ways. Clean up leaves.

8) Provide Thoughtful Cards

• Drape sensuous fabrics such as velvet or silk throws over chair arms.

• Leave doors slightly ajar.

• If you have carpeting, vacuum as often as possible. Especially before open houses.

• Wash windows and walk ways. Clean up leaves.

9) 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, 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.

10) 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 the feedback. It’s just an opinion, however it may allow you to make adjustments.