Knowing how to prepare a seller for a showing can make the first few days of a new listing a lot easier for everyone. Sellers usually know they need to clean up before buyers arrive, but they may not know what else to expect once showings begin.
Before the listing goes active, spend a little time talking about how showings will work. A few simple conversations now can prevent confusion later.
Talk About How Showings Will Be Scheduled
Start with the basics.
Explain how showing requests will come in and how appointments will be confirmed. Make sure the seller knows whether they’ll receive a text, phone call, notification through a showing service, or something else.
This is also a good time to discuss how much notice they need.
A seller working from home may need more time before an appointment. A family with young children may have certain hours that are difficult. Other sellers may be comfortable with short-notice showings.
Find out what works for them and set up the showing instructions accordingly.
Make the Home Easy to Show
The easier it is for agents to schedule a showing, the more opportunities buyers may have to see the property.
That doesn’t mean your seller has to say yes to every request.
Talk about what they can reasonably accommodate. If they can be somewhat flexible with evenings or weekends, let them know why that can help.
If there are times when the home absolutely cannot be shown, make sure those restrictions are clear from the beginning.
Decide What to Do With Pets
Pets need a plan too.
Ask the seller what will happen with dogs, cats, or other animals during showings. Will they leave with the seller? Stay in a crate? Be secured in another area?
Don’t wait until the first agent is standing at the front door to figure this out.
Also make sure showing agents know if an animal will be inside the property. A quick note in the showing instructions can prevent an open door from turning into a search for someone’s escaped dog.
Put Away Personal and Valuable Items
Sellers don’t need to empty the house every time someone visits, but there are certain things they should put away.
That includes medications, jewelry, cash, financial paperwork, important documents, and other valuables or private information.
It’s also worth looking around for anything the seller simply wouldn’t want strangers handling or seeing.
Buyers will be walking through bedrooms, closets, kitchens, and other areas of the home. Sellers should prepare for that before the first showing.
Give Buyers Room to Look Around
Some sellers want to stay home during showings so they can answer questions about the property.
Usually, that’s not necessary.
Buyers may be more comfortable talking openly and taking their time when the seller isn’t standing nearby. If possible, encourage your seller to step out while the property is being shown.
They don’t have to go far. A short drive, a walk, or running an errand may be enough.
If leaving isn’t possible, talk with your seller about where they can be during the appointment so buyers have some room to look around.
Keep the Home Ready Without Making Life Miserable
A seller can get tired pretty quickly of trying to keep a home looking perfect every minute of the day.
Talk about what’s realistic.
Making the beds, keeping counters fairly clear, putting dishes away, opening blinds, and doing a quick pickup before a showing can go a long way.
The goal isn’t to make the seller feel like nobody lives there. It’s to make it easier for buyers to see the home rather than being distracted by things that can easily be put away.
What Happens After the Showing?
Sellers are often curious about what buyers thought.
Explain how you’ll handle feedback before the first showing happens.
You may receive comments from the buyer’s agent shortly after the appointment, later that day, or sometimes not at all. Let the seller know that you can request feedback, but another agent isn’t always going to provide it.
When feedback does come in, look for patterns rather than reacting to every individual comment.
One buyer may hate the paint color. Another may love it. That doesn’t necessarily mean anything needs to change.
If several buyers mention the same concern, though, that’s something worth discussing.
Don’t Expect an Offer After Every Showing
A seller may get excited when the first appointment is scheduled and disappointed when an offer doesn’t arrive that evening.
Set expectations early.
A showing means someone was interested enough to see the property in person. It doesn’t mean they’re ready to buy it.
Some buyers are seeing several homes before making a decision. Others may decide the property isn’t right for them once they walk through it.
Keep your seller informed about the activity you’re seeing without making every showing feel like it should lead to an offer.
Check In After the First Few Showings
Once a few buyers have been through the home, talk with your seller again.
Let them know how many showings you’ve had, what feedback you’ve received, and whether you’ve noticed anything that may be worth changing.
You might decide that nothing needs to change yet.
Or perhaps buyers are having trouble with showing availability, several people have mentioned the same issue, or the market has changed since you first discussed pricing.
Use what you’re learning instead of guessing.
Seller Conversations Get Easier With Practice
The first time you prepare a seller for showings, you may not think of every question they’re going to ask. That’s normal.
Keep notes about what comes up. Talk with your broker about situations you haven’t handled before, and pay attention to what experienced listing agents do with their sellers.
Continuing education can help too. At LEAP Real Estate Academy in Orlando, you can keep building your knowledge after getting your license and learn from instructors who have worked with buyers and sellers themselves.
The more seller conversations you have, the more comfortable you’ll become explaining what to expect and helping your clients get through the process.
Continue your real estate education with LEAP and keep building the skills you use with sellers every day.
