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A Guide to Conducting Viewings

Conducting your own viewings has become increasingly popular in recent years with the advent of online estate agencies, due to the flexibility it allows with arranging appointments. A successful viewing is a key component of any house sale. It might sound like a daunting task at first, but if you prepare well, your viewings viewings will pass without a hiccup and increase the chances of your home selling.

Here are some basic tips you should be aware of to ensure the process goes as smoothly as possible.

Preparation is key

  • When people are viewing a property they look to try and imagine themselves living there. Try and keep any clutter in the property to a minimum – put any unused or unnecessary items in storage if possible.
  • Before the viewings, open the windows for a few minutes and air the property out. If it’s cold outside, make sure you do this early enough that the house has time to warm up again before anyone arrives.
  • Many buyers will make a drive-by visit to your property before they decide whether or not to make a viewing. Tidy up the outside of your home, regularly mow the lawn, trim hedges and remove any weeds from your beds or pathways. Consider giving the front door and the window frames a lick of paint, and if it’s the right season put some potted plants outside your property. Make them want to come in.
  • Your kitchen needs to be clean, homely and aesthetically pleasing. The kitchen is now seen by many as the most important room in the home, so buyers are likely to be particularly discerning when you show them around yours.
  • Make sure you feel safe during the viewing. Tell someone that you are doing the viewing and give details of the people coming round. Alternatively you could conduct the viewing with a friend or relative.

  • Take the lead, but give them space and time to look around properly. If they have experienced a strong positive reaction to the property, they will subconsciously be looking for more clues that this is the right home for them.​
  • Show the bedrooms in reverse order – this makes the smallest bedroom feel bigger than it is. When we measure rooms with our eyes, we do so comparatively, so showing the master bedroom last will make it seem larger in comparison to the smaller bedrooms. Showing the master first will make the smallest bedroom feel tiny.
  • Finish the viewing in the best room downstairs. The objective here is to persuade your viewers to look around again at their own pace. If they decline, you know they probably aren’t interested; if they agree and look pleased, there’s a chance they will make an offer.

Make time for the viewers’ questions

  • Interested buyers will usually have several questions afterwards. Try and take your time to answer them and make sure you’re aware of basic information about the property and local area such as the council tax band, average utility bills and any local schools, colleges or amenities that may be of interest.
  • Try and answer all questions as honestly as possible - any attempts to mislead your potential buyer about any undesirable features of the property are illegal.
  • Make sure the viewers know what to do next.  If they want a second viewing, do they need to contact you directly or the estate agent? Ensure that they are aware of who to make any offers to and where they should direct any further questions after the appointment is finished, in order to maximisee the potential of converting the viewing.

Carrying out the viewing

  • Practise the order you’ll show the rooms of the property in and what features you may want to draw attention to. Research indicates that buyers make up their minds in the first 14 seconds of a viewing. If you’re still showing them the hallway, it better be the best hallway they’ve ever seen!
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