Sellers Sellers Sellers Please Please Please allow me to conduct the showing of your home. Why? Because I know my Buyer. I know what turns them on about a home. I know how to make them comfortable enough to start seeing themselves in the home. You can’t do that when you’re in the Buyer’s face during the tour of your home.
Yesterday, while showing homes in the Beverly neighborhood of Chicago, Illinois, and neighboring communities of Evergreen Park, and Oak Lawn, at one of the showings we were greeted by the Seller at the Front door. Upon entering I ask the Seller to allow me to conduct the showing. The Seller said well their Realtor is normally there for most showings, but was not available to be there to host the tour. I said I understand and appreciate your hospitality, but I am happy to take the Buyer on the tour so you can relax, and allow me to present your home. The Seller said no I am happy to take you on the tour. It was obvious this Seller was not getting my subtle hint.
As we began to follow the Seller, they walked us right past the Kitchen down the hall to the Owner’s Suite. The Buyer was not allowed to view most bedroom closets. When we got to the Master-bath, the Seller entered the bath first, and invited the Buyer to join them. An already small bath became much smaller with the two of them standing there.
As the Seller proceeded to show us other rooms, again we just walked past the Kitchen never spending any time in it. The Seller shared a lot of information conveying their motivation, and how their children used their bedrooms. The Buyer was allowed to see the entire of one closet in an empty bedroom, in which the Seller remarked all the closets in the other bedrooms where identical. Their was a Daughter in another bathroom applying her makeup. The Buyer was encouraged to tour the bathroom with the daughter in there, and we learned her and her sibling’s education status from a proud Seller. We were quickly walked through the home, and outside to be given an excuse about the weeds in the landscaping, the Seller was just not into much outdoor living.
Please Please Please, Sellers Sellers Sellers, on tours of your home get out of the way, and allow the Buyer to visualize themselves in your home. When you hover around them you are treating them like a potential thief casing your home. As much as you want them to know how much you have loved living there, how you have used the rooms, although somewhat helpful, the initial tour of your beloved home is not the proper timing for your potential Buyer to know this information, or your level of motivation.
When the Buyer sees you, they never see themselves living there. Here’s the worst part of the showing, when we said our good-byes to the Seller outside, the Buyer said to me, do you realize I really never saw the Kitchen? I said I know, and that is the most important room to you in the selection you make.
Now, if I had been allowed to conduct the tour of this home, the Kitchen would have been the first and the last room this Buyer spent time in before exiting this home. I did what I could during our private time outside not in the Seller’s presence to highlight what I thought would make this home memorable to this Buyer. In reality, this Buyer primarily remembers how this Seller robbed them of their opportunity to really feel comfortable in the home.
It saddens me this was a wasted tour, and the outcome could have been so different if the Seller would have allowed me to use my expertise to create a most appealing tour of their home. What a big mistake they made with good intentions.
This home was the last home that day I toured with the Buyer. Upon our driving away from each other, I called the Buyer and asked her to not allow her experience with the Seller cause her to eliminate a potential ideal home from her consideration. The Buyer said too late Dale.
When I am meeting with a potential Seller during the listing presentation, I encourage them to do their homework in advance of tours. This include De-clutter De-clutter De-clutter, and De-clutter some more. Clean Clean Clean, and Clean some more. Repair Repair Repair, and Repair some more. I tell them to focus on curb appeal inside and out, and when the tour takes place they can sit back and relax out of the way, and allow the Realtor to do their thing with the Buyer to get the home sold.
While touring a few other homes with this Buyer, I notice another bad habit Sellers do. They put such pressure on their Realtor to produce unrealistic photos on their homes. Indeed, it makes me feel ashamed for this industry I love when a Buyer tours a home and says, Dale the rooms are much smaller than what the photos presented on-line. Dale, are you sure this is the same house as I saw in the photos online?
Sellers please remember the camera eye hides a multitude of sins. It has the ability to make your home look much nicer than in person. Please, when you review the photos presented, make sure they represent a realistic view of your home. All the efforts to make a Buyer desire your home on-line are absolutely wasted when your home does not live up to the Buyer’s expectations during the in person tour.