What to show them and how to hook them in From the day you put your house on the market, your home should be available at any time for showing. Buyers may drop in hoping to get a quick look around whether or not you're expecting them.

Typically a buyer will schedule an appointment through their agent for a showing, but being prepared could make the difference of a quick sell or agonizing months on the market.

There are some tips to reeling in the buyer during their first walk through of the house. Being mindful of the space and environment during the showing can increase buyer interest. If the house is overcrowded with your possessions, they may not be able to get the feel of their belongings in it. Despite how long you've lived there, during the time your house is on the market it should look like no one lives there.

Clean It Up

When your house goes up for sale, call a family meeting and stress the importance of keeping up the cleaning. If it's just you, get those dirty dishes out of the sink! A thorough cleaning (walls, carpets, drapes, repainting) is recommended before listing. Once this is done, it must be maintained. Do a daily walk through to make sure there is no clutter lying around and all surfaces are shiny and polished and run the vacuum right before the buyer comes. Keep all trash containers clean, freshly lined and out of sight.

Set the Mood

Create a homey atmosphere using lighting and fragrance. Turn on all indoor and outdoor lights, even during the day. This keeps the space bright and cheery and allows the buyer to really feel like they can see everything. Since scent is the strongest sense and nothing brings us back to the “at home” feeling like the smelling of something baking in the oven, simulating that smell adds a non verbal “Welcome Home!” message to the buyer. To achieve the right smell, avoid spray fragrances. Instead, simmer cinnamon sticks or turn on a stove burner, for just a few minutes, with a drop of vanilla extract in it.

Animal Control

In addition to making sure your home is completely pet odor free, you should keep pets out of sight during the showing. Put dogs outside or in a holding cage off to the side or in the basement. Indoor cats will usually hide with strangers in the house. If yours is an exception and likes to escape or gets territorial, shutting it into a room is not a bad idea. Don't forget to keep your agent in the know about your pet plans.

Get Out of the Way

The reason people don't love buying cars or furniture is mainly due to the pressure of hovering sales people. Keep this in mind during your sales position in the real estate market. Potential buyers feel uncomfortable viewing a home with you, your spouse, kids and pets in it. Whenever possible allow your agent to be the only one in the house with the buyer. Schedule yourself and/or your family out of the house during the time of the appointment. If you have to be there, stick to one area of the house and let your agent do all the talking.

Getting Ready to Sell Your Real Estate Property

Selecting a Real Estate Agent

Setting the Price for Your Home

The Real Estate Purchase Agreement or Contract

Preparing for the Real Estate Closing