Don't upstage your agent

There is much more to running a show house than placing some advertisements and putting up some "on show" signs - and home sellers who want good results should definitely just lock away their valuables and then leave the process to their estate agent.

That's the word from Gerhard Kotzé, MD of the RealNet estate agency group, who says the reason that experienced estate agents prefer to have the house to themselves on show days is that they know that the presence of the seller will discourage potential buyers from taking more than a cursory look at the property.

"We know sellers are often worried about security during show days, but the fact is that most buyers won't talk about the property or ask questions in front of you, and will also be reluctant to open doors, check out the plumbing and perform the other getting-to-know-you rituals that give them confidence about having made a thorough inspection.

"If you are present, they also won't take the time to imagine themselves living in your home, or where their furniture might go, or any changes they might like to make. Most will feel like they are intruding and will just take a quick look around before saying a polite goodbye and leaving - for good." 

Crowding can also be a serious problem when a small home is on show, he says. "In fact, the presence of the potential buyers, the sellers and the estate agent can make even a good-sized room look cramped.

"But a professional estate agent knows how to manage a showing without jamming up the passageway or compromising security, how to make the most of the home's best features and amenities and how to choose a viewing route that gives buyers a clear picture of the layout."

What is more, Kotzé says, an experienced agent is able to weigh up the potential buyers' comments or queries without any emotional involvement, concentrate on addressing only serious concerns, and give owners constructive feedback at the end of the day.

"So sellers who really want to get the most out of the effort they have put into getting their home ready for viewing should treat their show day as the perfect opportunity to make that long-delayed visit to family or friends, or perhaps to take the kids on that promised outing to the movies or their favourite picnic spot.

"Similarly, when potential buyers come around for a private viewing, don't follow them around and point out details you think they should note. Take yourself out of the picture as much as possible and let your agent do all the 'selling' while the buyers take a relaxed tour of the property."