It's completely natural to want to be home when buyers come to see your house. You know it better than anyone. You know which closet is bigger than it looks, which window gets the best morning light and how quiet the street is at night. Who better to show it off?
But when it comes to showings, the best thing you can do for your sale is usually to leave. Here's why:
1. Buyers rush
When the owner is home, buyers feel like guests, and guests don't open closets, look under sinks or linger in the primary bedroom. They're polite, they're quick and they're out the door in ten minutes. That means they miss the very features that would have sold them on your home.
A buyer who feels comfortable takes their time. They sit in the living room, picture their furniture and imagine their mornings in the kitchen. That's when they start to feel like the house could be theirs.
2. Buyers need to talk freely
Buyers need to be able to say what they really think: "I love this kitchen," "That bedroom is small," "Where would the couch go?" They need to talk through concerns with their agent and with each other. That honest conversation is how they work through objections and get to "let's make an offer."
With the seller in the next room, those conversations don't happen. Buyers whisper, hold back or save the conversation for the car, where your home is now just one of several they saw that day.
3. You might say too much
Sellers are friendly, and that's a good thing. But casual conversation during a showing can hurt your negotiating position without you realizing it. Comments like:
- "We're moving because of a new job, so we need to sell quickly"
- "We already found our next house"
- "Oh, the water heater? We were planning to replace it anyway"
- "The basement only gets water when it really pours"
Every one of these gives the buyer information that can be used against you when it's time to negotiate. Let your agent handle the conversation; that's part of what they're there for.
4. It creates awkward moments
Even when everyone is pleasant, having the owner home changes the feel of the showing. Buyers don't know whether to make small talk, the agent is trying to show the house while managing the conversation, and nobody quite knows where to stand. The focus drifts away from your home and onto the situation. That's not the impression you want buyers leaving with.
I understand why sellers want to be there
I get it. It's your home, you're proud of it and you know things about it that no listing description can capture. Some sellers also feel uneasy about strangers walking through their house without them there.
Those are fair feelings. But buyers aren't touring alone. They're with a licensed agent, showings are scheduled and tracked, and everyone who comes through is accounted for. And everything you know about your home can still get to buyers, just in a different way.
Do this instead
- Leave notes about your favorite features. A few small signs or a single page on the kitchen counter can point out what buyers might miss: "New furnace in 2023," "Heated bathroom floors," "This room gets beautiful afternoon light."
- Share your knowledge with your agent. Tell me everything you love about your home, and I'll make sure it shows up in the listing, the marketing and conversations with buyers' agents.
- Make a showing plan. Know where you'll go when a showing request comes in: a coffee shop, the library, a walk around the neighborhood or a quick errand. Most showings take less than an hour.
- Plan ahead for kids. Keep a "showing bag" ready with snacks and activities, and make it a quick outing rather than a scramble.
- Do a quick walkthrough before you leave. Lights on, blinds open, counters clear, valuables and medications put away.
What about pets?
Pets are often the hardest part of showings, and the answer is the same: if at all possible, take them with you. Even the friendliest dog can make a buyer nervous, and some buyers have allergies or are afraid of animals. A pet that's home and barking also makes it hard for buyers to relax and focus.
If taking your pet isn't possible, crate them in an out-of-the-way spot and let me know so it's noted in the showing instructions. That way buyers and their agents know what to expect, and no one accidentally lets them out. Also, put away food bowls, litter boxes and pet beds when you can; buyers should see your home, not your pet's.
The bottom line
Selling your home is about removing obstacles. A comfortable buyer stays longer, notices more, talks openly and connects with your home, and that's what leads to strong offers.
Final thought
Stepping out for an hour is one of the easiest and least expensive things you can do to help your home sell. Let buyers make themselves at home, and let your agent do the talking.
Thinking about selling and have questions about how showings work? Reach out anytime. I'm always happy to help.