As REALTORS, we hear this all the time. As homeowners, we understand. No one knows the home like we do. Someone who is visiting for the first time can’t possibly point out all the great features of my home to a prospective buyer. Also, what about security? How do I know that the prospects won’t take or damage anything?
Here is why, as a homeowner, you DON’T want to be present:
1) It makes the prospect uncomfortable. If you are there, they are a guest in your home and that’s exactly how it feels. They will not look as closely and they certainly won’t have free and open discussion with their agent about the property. Also, people are generally nice and polite. A prospect is never going to tell you that they think your home is horrid. Always, when they leave you will believe they liked the home and may be considering it.
2) Whatever you say, they hear something that they believe gives them leverage. Example: You say “we want to move closer to ……”. They hear “we want to move, now” You say “we just replaced this, this and that so it is all new” They hear “everything is falling apart”.
3) It makes the REALTOR uncomfortable. Let me explain this one. REALTORS usually represent the buyer they are showing. Representation is important. If, as REALTORS, we’re discussing the property with an owner who is represented by another REALTOR, it’s very easy to unintentionally cross an ethical line. Even if we don’t cross a line, the other agent may believe we have. That situation makes for hard negotiation when what we really want to do is just help our clients meet their real estate needs.
4) Being there is more stressful for the homeowner. The homeowner tends to speculate and judge every little aspect of the showing. “They were here a long time. They must have liked it.” “They were driving a really nice vehicle. We won’t have to negotiate much with these people.” Don’t laugh. I’ve heard these comments from reasonable people over the years. Also, if something about that prospect turns them off the owner may be emotional about a business transaction. Meaning, they don’t negotiate as they would if they had liked the prospect. As an owner, it shouldn’t matter if you like the buyer or not. You’re moving. You won’t be living with them.
If you still feel the need to be present when showings occur, discuss it with your REALTOR. They know you and they know your property. They can probably offer some suggestions that will ease your mind about leaving for showings. It really is the best thing to do when the goal is to sell the house rather than just host tours.
leighyork 