M3. LESSON 6

OPEN HOUSES & SHOWINGS

Open Houses & Showings

Showing a home is a bit of an art. You must learn to be friendly and informative without giving away too much information. A bright and beautifully staged home will do most of the selling for you; and if you are friendly and adaptable, your house should not take long to sell.

Buyers are looking to make a connection not only with the house but with you and the neighbourhood. Do not be afraid to talk about your great neighbours, schools and amenities in the area.

People always want to know why you are selling. A great answer is, “We’re buying a bigger/smaller house,” and leave it at that. Something like, “We want to get away from the noisy crows who nests in the big tree out back,” isn’t a really good answer.

Also remember, if you know of any latent defects you are required by law to disclose them to potential buyers at the earliest possible opportunity. This is likely the time.

Interacting directly with buyers can be a very enjoyable.

And when the sale gets serious and it comes to writing up an offer with a buyer, both parties can easily be protected with simple clauses in the contract that indicate that the offer is subject to the approval of both parties’ lawyers.

TIPS

  • Handout FAQ with interesting facts about your home and the surrounding area along with a floor plan
  • Offer cookies, chocolate, bottled water, coffee, tea
  • Ask visitors to sign in and provide you with their name, e-mail address and phone number. The 30 day free trail of the Open House sign in app ‘Spacio’ is invaluable for this — no more unreadable handwriting
  • Let them lead in viewing your home while you point out special features
  • Stand at the door when they are viewing rooms, as you will easily get in the way
  • Being able to confidently share three unique sales features
  • Make sure they leave with a copy of the flyer along with the FAQ info sheet
  • Follow the visit up with a thank you call or email and ask if they questions
  • Have someone else in the home during showings for safety
  • On weekends standard Open House times are 1-3 pm
  • Try 9-11 am or 3-5 pm if there is lots of Open Houses competition
  • Thursdays 6-8 pm works especially well during the summer hours it also gets great foot traffic
  • Any day power hours/happy hours – 5-6, 7-8 pm any day
  • Look for buyers that are prequalified for a mortgage for the asking price amount, otherwise you will waste precious time with unqualified protects
  • If you are really savvy, why not run a Facebook live stream from your Open House
  • Remember that people’s plans change, sometimes very quickly. If the buyer must cancel, be professional about it. It’s not personal

Open House Preparation

Make it welcoming:

  • Turn on all the lights
  • Fluff and arrange the pillows on the beds and couches
  • Add a bowl of fresh fruit in the kitchen
  • Straighten the fresh white towels in the bathroom
  • Vignettes—combine decor items small groupings of furniture and décor are used for adding some visual appeal and in helping to define the purpose and size of a room.
  • Metallic accents—like a silver leather throw pillow, a bronze side table or garden stool, or a copper tray
  • Set the table with modern white modern white plates, sleek stainless-steel cutlery & stemless wine glasses
  • Open all the interior doors to create a tour path
  • Fresh-cut flowers in a modern vase
  • Pay attention to smells—check that your home is smelling fresh
  • Turn the bathroom into a spa—add some scented candles and faux plant
  • Close the toilet
  • Highlight focal points
  • Clean clear counters and sinks
  • Run a diffuser with a universally liked essential oil blend
  • Turn on ambient background music
  • Light the fireplace
  • Open all the blinds
  • Something freshly baked makes a big difference

Dress like this is important.
 Greet your guests at the door and invite them in.
If you like, you can offer them refreshments.
Guide them through the home, remember to stay out of the rooms. You block the view.

TIP

Be Safe. Not everyone is interested in buying your home. Make sure you put valuables away. Keep the buyers together if they come as a group and make sure you have a clear way you can get out easily.