Despite the fact that most sellers have undoubtedly been counseled by their Realtors to leave during showings, a large number of sellers choose to remain.
After a recent, painful, house-viewing excursion with some home buyers, I feel the need to approach the situation head-on.
You seem, Mr. and Mrs. Home Seller, to not comprehend how detrimental your very presence is to the sale of your property. If you fully understood the repercussions, I am certain that you would work with the Realtors, not against them.
For most home buyers, your being in the house makes for an uncomfortable showing. It's hard for a buyer to freely explore a property and excitedly converse with family members when you are hanging on their every word and following their every move. Buyers may not feel that they can discuss the negatives of the house, for fear of insulting you. Similarly, they may not want to display too much enthusiasm, because a poker face is an important aspect when negotiating, and they don't want you to think they LOVE your house. Lastly, they don't feel they can roam at will to discover all the house has to offer. Many buyers are so conscientious about your overhearing them, they refuse to discuss their thoughts until we have made it safely into the car!
Continue reading on...... The Pink Couch
I've had 2 experiences with this lately. The first lady was home, but went and sat on the front porch while we toured the house. Neither I nor the buyers had any real problem with this. The second couple did as you described above. The wife followed us closely through the house talking constantly about the positives and negatives of the house. Within minutes, I could tell that my clients had lost interest and were trying to determine how long they had to stay to be polite.
Sandi - Sellers love to talk about their home and often saying WAY TOO MUCH. I think it's okay to ask them to leave so that you can provide the assistance to your client.
I've got a seller right now that got a nutso offer (we have someone really interested in our house but they haven't given us an earnest money check YET...three weeks later they are still interested but no closer to closing) after they were at the house when it showed. They seem to think it was good for them to be there. They got to tell them everything URRGGGGHHHHH!
Erik- I have run into many situations where the seller simply stepped outside for a moment. With the right combination of buyer and seller, it can work out ok. But I've had so many situations where it turned out to be a detriment, I would much prefer to not even risk the buyer and seller coming into contact!
Ellie- We certainly can't blame the seller for wanting to talk about their home, but I agree, they often say way too much without even realizing it. Maybe it's more of a local problem here in Chico, but I'm finding the problem to be more and more prevalent.
Chris- I wish it was easier to make them understand that it's most often NOT a good idea for them to be there!
Sandi - great article! I recently had a seller that refused to leave the property even after I requested several times trying to explain how uncomfortable it made the buyers feel. Surprise - the house never sold. I learned my lesson and now cover this topic prior to signing a listing agreement. Kathy
I will have to agree with you on this one! I try to only show vacant homes because of this and that is really not far to my buyers if they are interested in looking at a home with the sellers living there.
I really wonder sometimes if the sellers really want to sell their home, or what?
Robert Swetz
Kathy, I think that it is REALLY important to cover the topic during the listing phase with your sellers. I'm pretty adamant about it with my sellers, and don't usually have a problem. But every once in a while, there are people who just can't quite get themselves to go!
Robert,
As tempting and convenient as it is to only show vacant properties, you are absolutely right in that it is NOT fair to your buyers!
Sandi I agree with you 2435% on this one!!! I think from the beginning you have to let the sellers know that it does have an impact on the showing if you are present. Even if they just step out of the home for a few minutes it would be so much better.
Thanks, Kimberly. It's nice to know that my buyers aren't the only ones to find this issue a problem!
After correctly price your home, one of the best things a seller can do, is to get OUT of the home during showings. Buyers also do not need a home tour of what you think are the great points of the home. They have their own idea of what they want and need time to look around the areas that appeal to them.
I've been showing property to a couple transferring into the Pentagon for the past several days. We have experienced both spectrums of this seller issue. In the first case, the owner greeted us at the front door, said a brief welcome and said that they would be in the garage if we needed them (it was raining). We spent 20 minutes going through the home and felt comfortable doing it, they we didn't talk too much for fear of the dreaded baby monitor. After our tour, we released them from the garage and genuinely thanked them for allowing us in. In scenario #2, the owner insisted on occasionally leading the tour as if we were in Disneyland... obviously my innuendo's to stay clear weren't firm enough. After 10 painful minutes we left, thankful to be free.
The said thing is that the second house was a much better fit for my clients, but they have a negative attitude towards the property now and want to move on.
I had a similar property. A seller stayed home, They stayed out of the way and in the living room. They were out of hearing range and not a problem. I do agree however, that it is better when the seller leaves the house. I recently had a seller that wanted to sit with the buyers at a showing, the buyers hadn't even expressed any interest but he wanted to sit with them and explain the drainage issues in the back yard. Yikes.
AMEN sista!! Its so difficult to overcome objection and have candid conversation with a Seller right behind you on every turn.
One day "they" will get it!
Hope all is well............ happy belated 4th!
Sandi......I agree with you on this. Some of these seller hang around and point out what is important to them and some of these items are a turn off to the buyer. Well said.
Sandra- I think you hit on one of my biggest issues-- the buyer needs to be able to freely explore the characteristics of the home that are important to HIM, not to the seller.
Al and Jodee- It seems that sellers underestimate how much the extraneous things can impact the sale of their home. Like you, I had a buyer who liked the house, but couldn't stand the owners, so it was a dead end.
Miriam, It is nice when they step out of the way, if only to the garage or yard. However, many buyers seem to feel they are putting the seller out when they know they are right there waiting to come back in. I think in many cases, the buyer would probably linger a bit longer, and more fully investigate the possibilities if they weren't conscientious of the fact that the seller has been displaced!
Hey Desiree! Objections can be difficult to overcome... especially when you have to be diplomatic because the seller is hanging on your every word.
Pam, Thanks. Hopefully, one by one, we can help sellers understand the importance of giving us space to work!
Hi Sandy,
I always tell my sellers to leave the house. I tell them I don't care if you sit in your car but get out of the house.
Recently we had a house under contract and the seller was there during the home inpsection with one of his friends. Well between the seller and his friend and their mouths it wound up costing them an additional $1,000. for the buyer to put a dumpster at the house for the cleanup. This was already negotiated into the contract price. I told him the day before the inspection get out. Go for breakfast, well that was a very expensive cup of coffee at home.
That is just one story. We have all had them. I will use this story with my next dozen listings. By then I'm sure that I will have a replacement. Sellers just refuse to listen. I don't know why they hire us as professionals and still insist on trying to help us. I wonder do they try to help their dentist or doctors..hmmmm..
Take care and have a great day.
Sicnerely,
Bill
Hi Bill- What an excellent example you provided! We do all have stories... I'm hoping that by telling them, we will help more sellers realize that it is for their own good that we ask them to vacate.
SANDI - If only all sellers would read this and take your advice. I've actually gotten to the point where I am excited to show vacant homes.
They (the sellers) just don't get it sometimes and then there are aways those who are sure they can do a better job than we can. I have found being too honest about interferences by the seller and the stupid things they say, can get you trouble as well. I recently received a complaint for saying the home had an odor from the dog peeing all over in there!!!
The seller claimed the dog would NEVER do such a thing.
Thanks,
Chris
Adam- I LOVE showing vacant homes! No appointments, no long, drawn-out stories, no 24 hour notice... you can be in and out of at least 5 vacant homes in the times it takes to show 1 occupied house.
Chris- I think one of the biggest underlying problems is that the seller DOES often think that they will do a better job promoting their house than we will. Those types of sellers make me wonder why they didn't just go FSBO.
Because the above is the abbreviated version (the full article is on my website), it leaves out some options I gave for those sellers who would like to share additional, important details about their house that we might not immediately think to share with buyers.
So true, Sandi. If the sellers are physically able to leave the premises...then they should.
good post..most of the homes here in las vegas are bank repos - they are vacant..
When showing houses when the seller is home, many buyers feel that they are intruding on them and really rush through the house. When listing a home, I always tell sellers to not be home for showings and if they happen to run into a buyer and their agent, refer all questions to me, their Realtor.
Kara- Of course we do have to extend grace for those folks that can't physically leave. Some just aren't able. If they are ill, elderly, or otherwise incapacitated, that is a different story altogether, and I wouldn't think most people would have any issues at all with their presence during a showing.
Michael- Count your blessings while they last :)
How bout this one...The seller was having a garage sale, and instead of us showing the house to the best of our abilitity, he concetrated on trying to sell them a picture that was hanging in his hallway for $18!
Rich- Good point. The buyer's questions should ALWAYS go through the Realtor, even if the seller is standing there! It's so much better to keep the communication flowing through the Realtors, rather than have that direct contact- there's too much room for things to go sideways.
Larry and Sheila- At least it took the pressure off of buying the house!?
Sellers who insist on hanging around during showings are interested in either "approving the buyers" or they are looking for company and not to sell their homes.
As a buyer's agent, I like for sellers to be home when I preview. Amazing what I can learn without asking.
Lenn- I have to agree... when PREVIEWING a home, it's always preferential to have the seller's home! As you mentioned, you can walk away armed with all sorts of useful notes without ever having had to ask.
Buyers feel like guests when the seller is there. It doesn't work.
When the seller is at home during the showing, even if the buyer likes the home, they are unlikely to stay long enough to get the "feel" of the home... and to imagine themselves living there. The seller needs to leave.
Two words... "Emotional Attachment". For the sellers, it is rarely just a business transaction. But this inability to detach and let the Realtor do their job can make be so counter-productive.
As someone mentioned above, setting expectations early and staying firm with the seller is critical to a successful, efficient effort by the Realtor. Otherwise, we're just "teaching a pig to sing" (if you are not familiar with that phrase, it comes from a country saying about wasted effort: "It's like teaching a pig to sing... it just wastes your time and annoys the pig.")
Good post! Glenn
I've done very well with listings where the sellers have moved out and the home is empty. If they just can't keep the place tidy or the place needs to be updated it makes a lot of sense.
Sandi, you are right on the mark on this one.
Hi Sandi,
I was just thinking about you and here you are! I agree, it is really important for the sellers to leave. When I list a property, my sellers are instructed to go out for pizza! They love it when I call for showings. :)
When I get a listing, it is one of my conditions that they will leave the home for each showing and I explain why.
They all agree but sometimes I get the, ok Anne, we will just sit on the porch
NO,NO,NO, you need to go for a walk.
Nothing worse than a seller following you around during a showing trying to be helpful. Most times they're their own worst enemy.
Well, I have to say...the last time we sold a home, I had my office there and was usually at work when the home was shown.
HOWEVER...I stayed in the office and did not interfere at all with the tour. In fact, buyers usually didn't know I was there until they were ushered into the office area. As far as I could tell, my presence did not hinder the inspection process...at least, it ws never brought up as a problem.
Oh, and BTW, one of the benefits of my being around was that I could get the house in showing condition at the drop of a hat and usually needed 20 minutes or less to prepare. Agents were very complimentary about the condition of the home and the fact that they could virtually show it at will.
That said, I do agree that having the seller hanging on every word and following (or leading) from room to room is a real pain. I haven't yet had that experience as an agent, but having been a buyer plenty of times in the past (and having suffered from overeager sellers myself), I can certainly understand the problem.
I agree that Buyers are very conscious of Sellers overhearing, or being in the general vicinity. It will shorten the showing, and may kill any interest. I ask the Sellers to be conscientious about leaving.
Great topic... There is nothing worse than having a seller "hover" over you during a showing... Scream it from the mountain tops.
Perfect advise. Sometimes a seller can "accidentially" say more than they should when they stick around the house for a new buyer. We can only remind them by the feedback we get from other agents that their presence makes them uncomfortable and hope they get the hint.
I have had this very experience where the seller is so anxious to talk about his/her home they scare off the buyers. I try to keep the seller busy so my buyers can at least look at the property in peace!!
When calling to set the viewing appointment now I ask the selling agent my clients are most comfortable viewing without the owners there. I also advise my sellers to leave the property for viewings and open houses. Gotta keep everyone happy.... and buying!!!! ;-)
Not only that, when buyers are viewing a house when the sellers are home, it's difficult for the buyers to picture themselves in the home. The buyers need to psychologically "place" themselves in the home. They have to feel it. This can't happen when they feel like they're intruding on someone else's space. When sellers are home, buyers feel like intruders.
And then there's the fact that we (REALTORS®) pre-qualify our buyers. We know what they're looking for in a home. The sellers don't know that when we arrive to view the home. So the sellers just want to show the buyers what appealed to them. This can backfire if what appealed to the seller is not what appeals to the buyer. Not everyone likes to cook. So the buyer might not be interested in the kitchen. But they might like the size of the master bedroom. If the seller is hovering and spending too much time forcing the buyer to spend time in the "wrong" room, it could cost the seller that sale!
Great post for many homeowners who want to be involved. Have a great day!
I agree completely. Last week I took out buyers for the first time, and the first home we saw the sellers insisted on staying, stating "we work from home". Not only couldn't I talk to my new buyers about what to look for in a home, but the seller had to bragabout a feature that we thought was a detriment.
As usual though, I got more information from the seller about the reasons for their move that could have helped my buyers if they had any interest in the house.
Sellers need to get past the ego trip and get on the money trip.
I agree with you a 1000 times over! Some sellers think that they need to be there to point out the improvements that they have made..which the buyers may not necessarily care about...it is like the hovering sales person in a department strore..you can't relax and shop! Thanks for the post! Angelica
I had a seller, a little man who was ALWAYS there. My buyer bought his house but we NEVER got to go in the house alone. He hovered over the inspector, hovered over us. Then he said at the last that I was being paid too much because HE did all the work. I wanted to tell him that I sold his house in SPITE of him. oooh!
I don't like sales clerks following me around and this would be the ultimate sales clerk! People are too emotionally invested in their homes to be objective or to hear critiques. One of the most uncomfortable things I ever experienced was when we were house hunting for our Relocation and I flew out to see the house my husband had thought would be "the one". It was a FSBO and they had made cookies and wanted us to sit with them and eat them while we were there. I felt terrible knowing that this was NOT the home but couldn't let on. I could not wait to leave!
In the Indianapolis area, it is the listing agent's job to explain to the seller why it is important for them to leave 15 minutes before a showing (sometimes we are ahead of schedule) and do not come home if a strange car is still in the driveway. It is also the listing agent's job to explain why this is so important. Sometimes sellers cannot be convinced of anything, but I certainly appreciate a warning call from the listing agent so that I can prepare the buyers.
Few buyers want to have the seller present, it destroys their "mental move-in." When the seller is there the buyers are only concerned with being polite and not offending the seller. They really don's see what the seller is offering, just that he's there.
kk
Oh my goodness. I could not agree with you more. The best home showings are the ones where the owners are not home. The buyers can then get a really good look at it. They are making a very big purchase decision, and they should be allowed to see it without worrying about being in the way. Otherwise it is hard to convince them to put an offer on the house. Why would anyone put an offer on a house that they were not able to freely tour?
Oh, do I ever so agree with you! I had a seller that insisted on staying at the home ever time a agent would call to set up an appointment. Eventually, a serious buyer who wanted to go back for a second visit asked if there was any way we could get the seller to leave. I tried. I talked to her about all the items you mention in your post. It didn't work. The buyer decided to move on. Her agent told me that the buyer felt that this was the first sign of dealing with an unreasonable seller and she simply didn't want that to factor into her home purchase. Very good post.
I once held an open house only to have the homeowner (who was mowing the lawn when I arrived) hop in the shower. All of the potential buyers that arrived at 11:00am were unable to view the bathroom because he was in the shower, and then the bedroom as he was getting dressed.
I know my buyer's are uncomfortable when they rush through & whisper every word.
Hard to sell your house that way.
Have to admit that once in a blue moon it helps. Had a lovely elderly woman that couldn;t get out for the showings but everybody loved this lady & her house did sell.
But as a rule of thumb...Take the dog for a walk, go grab a coffee. Let the buyers look.
Yes, seller's should definitely leave. Also, if they have a dog, it is best to take it with them or have it visit a neighbor during showings. While I love dogs, they can be quite a distraction and many people are scared of them.
This is absolutely true. I rarely show a home where the seller will not leave, there are plenty of other homes that are easy to show. I had a seller once that followed me around and tried to help me show the house, needless to say it did not sell.
I had an owner answer the door once with his "wife beater" shirt on, beer belly, and budweiser in hand, looking like he just rolled out of bed after sleeping a week. We're all standing there somewhat speachless when he say's "YEAH?".
Sandi - Its nice to see you back here first of all. Secondly, how right you are. No quicker way to blow the deal that never was than by sticking around.
I HATE when this happens! After going through this mor than once, I always discuss it with them prior to the listing agreement being signed and insist that they leave and tell them the reasons why. If they refuse to leave, I would have no problem with giving up the listing, but so far I haven't had any problem with anyone staying after we have discussed it.
Good topic! I just wrote a blog post about this as well on my personal blog. You would think sellers would know better!
I hope this is read and remembered by sellers!
Having a seller in the home during a showing is like having your parents on a date!!! (Ooh, that is going to be a post later!!)
When the sellers follow around and try and tell all the features, the buyers eyes soon glaze over and they have a desire to run out the door even if they might like the house.
I have noticed that often when sellers use a non-commission type listing service (essentially being their own agent), they are more inclined to be present at showings.
Are you encountering more Sellers wanting to be present during showings?
I couldn't agree with you more! I recently wrote a post about this very same topic!
If only the FSBO's would read this and "get it" hmmm ? OR put themselves in the same position...they wouldn't want the sellers there while they are looking at a house...but somehow when they believe it is in the name of "saving money" that makes it OK....
What a GREAT POST! I hope each of your clients get to read this and truly take it to heart. As a professional Home Stager I have one more thing to add...LEAVE WHEN THE STAGER IS STAGING AS WELL!! There is nothing more frustrating than having the homeowner telling you they don't like that picture or they don't like the paint color or the couch in that spot...AHH I tell them at that point it's time to leave...BYE, BYE come back for the reveal like they do on TV...HA, HA
THEY NEED TO LISTEN TO THE REALTOR AND STAGER AND LET US SELL THEIR HOMES
Phyllis Pafumi
And that is what is really prolongs the selling process. Get out of the home and neighborhood!
Well said and well written! As Realtors, we often hear information from the Seller that the Listing Agent would not want us to hear. In addition, the house is remembered for the personality of the Seller, not the merits of the house. That is why we tell our Sellers that the house should be neutral in every way possible! That means no Sellers present!
So true!!! My seller would not leave and it almost cost us the deal!!! Luckly the buyers overlooked him and loved the home enought to close on the deal.
One of my pet peeves, it definitely can hinder the sale of a home if the seller stays around, it happened to me just this morning, the seller did step outside while we were in the house, but couldn't refrain from asking my buyers what they thought when we came outside, what do think the buyers are going to say?
I tried to setup showing weekdays when sellers are not home otherwise tell buyers to hold questions for later discussion. Sometimes I told buyer to look home not in much details. If buyer wants to look again, I setup apt when seller is not home.
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How true. Some buyer's i've taken thru won't even go thru the property.
Sandi, great post. I am a mortgage agent, and sometimes feel the same way about realtors. I sometimes wish they would quit calling me asking me when the loan is going to close and let me do my job. Now not all realtors are that way, and more of them do allow me to close loans without pestering me day to day. So I can relate with your dilema. The other thing that I can see is that some homeowners have too much of an ego to make small changes to their homes in order to better sell the home. For Instance the bright RED bathroom that they think is just out of this world. Well I tell you, it is out of this world. I was recently in a home where one of the owners passed away, and the remaining widow wanted to sell it. When a realtor started making suggestions on small changes in colors and such in order to be appealing to a larger audience she went ballistic. Correct me if I am wrong Sandi, but do you also have those clients who just will not see the forest thru the trees?
tom
Sandi, you have input another great post! Thanks for commenting on a very frustrating situation that we all have encountered! Have a great week!
Jean
One thing I have noticed over the years when a seller stays home, it cost them money on the deal as they seem to talk to much
The sellers don't understand what a detriment they are to selling the property.
Preach it sister! Haven't had many like this lately, but I understand what can happen.
I have a married couple who I am showing houses to routinely and we have been out there for a while.
It's gotten so bad with owners hanging around, that the couple won't see the home if the owner is anywhere on the premises. They want them OUT, as in...already gone and miles away. They wait in the car until I can assure them no one is home. This is because too many owners have tried too many stunts like talking, tours, offering secret tips about the home, loitering. And weird smiling.
This is why I LOVE the vacant house, all day long.
Owners! Get out!
Respectfully,
The agent trying to bring you an offer.
I've had buyers refuse to go in when the seller has been present. This hasn't been a one-time instance either. Good points, Sandi!
Sandi,
What I never quite understand is WHY the owners want to be there??!?!? Do they really think THEY are going to make the difference in whether or not an offer comes in? Ummmmmmm, wonder if we could make absence a mandatory part of the lisitng agreement?
Michael Bergin, GWSleptHere.com in Alexandria, VA