Dear Sue,
I just put my home up for sale. My agent asked that I make myself scarce when my home is being shown.
I didn’t believe that she was serious. I really thought she was joking. When I had my first showing I had to point out some things that the agent wasn’t telling the buyers about. The buyers seemed to like my assistance.
It wasn’t but two hours later that I received a call from my agent scolding me — in a nice way — for being present when the buyers were there. I explained to her that the agent wasn’t telling the buyers everything they needed to know about my house.
She still insisted that I not be there when my house is being shown.
I don’t understand it. I know more about my house than anyone else.
Can you please explain to me why I shouldn’t be the one showing my own house?
~ Baffled Bev
Dear Bev,
Your agent is right. You shouldn’t be present when your home is being shown.
There are many reasons why, and I will share some examples with you.
Most people don’t understand that the sales process begins the very moment the agent meets the potential buyer. The buyer’s agent is asking open-ended questions throughout the entire process. The answers to those questions are what guide the agent through the selling process.
For example, the agent may ask a retired couple, “How do you feel about being in a neighborhood where there are children?”
The buyer’s response may be, “We would love it, our grandchildren will have someone to play with!”
The buyer’s agent knows that there are several retired homeowners in your neighborhood. The agent also knows that they have grandchildren that visit. Problem solved.
So the buyer’s agent makes an appointment to show your home. You greet them and tell them that you will stick around just in case they have any questions. The buyers ask you, “Are there any children in the neighborhood?”
Assuming that they are older and may want peace and quiet you unwittingly say, “No, we don’t have any children in our neighborhood. We enjoy the peace and quiet.”
Now those buyers are disappointed and go on to the next property on the show list.
Another example: The potential buyers tell their agent that they want a great-room concept. They also want five acres with a pond.
The buyer’s agent knows that your house meets all of the criteria except for the great room. The buyer’s agent knows that if a wall was taken down — presto, a great room.
The buyer’s agent makes an appointment to show your home. You greet them and let them know that you will be there to answer any questions that they may have. The buyers don’t say a word. They are thinking that their agent doesn’t listen.
You are pointing out all of the great features. The agent is afraid to talk to the buyers about tearing down the wall that separates the family room from the living room — the entire showing is a bust.
I believe that potential buyers need to “try on” a home before they feel comfortable enough to make an offer.
Potential buyers feel very inhibited when sellers are hovering over them. They are reluctant to open closet doors and kitchen cabinets. They are afraid to ask questions. They feel intrusive. I have that same feeling when I am trying on clothing and the store clerk won’t leave my dressing room — I will just leave without buying anything.
You may know your home better than anyone, but believe me your agent will show it better than anyone.
Your agent will have listed your property features on the Multiple Listing Service. You can help the buyer’s agent by making a list and further describing the many features that your home offers. Display photos of the fabulous sunrises and sunsets and the roses at their best.
Understanding the sales process and letting the buyer’s agent do the showing is a matter of good Home $$$s and Sense.
Sue Thompson is owner and sales manager of HomeTown Realtors in Auburn. She can be reached at seesue@seehometown.com, or on the Web at homedollarsandsense.com.
