Once your property is on the market, you'll start to receive requests for showings. If you're using a Flat Fee MLS service, you will be responsible for scheduling and conducting these showings.

Showings are the most important step of your marketing activities. They give you the chance to meet with an interested buyer and describe your property in a way that will most appeal to them.

The toughest part of showing your own property is disassociating yourself from the emotional connection you have with your home. During a showing, you need to play the part of a salesperson and present your home like a professional would.

For a professional showing, follow these steps:

• Give an introduction. Explain that you are the property owner and that you'll guide them through the property. Collect the business card of the buyer’s agent if one is present.


• Give a room-by-room tour. Highlight key selling features in each room and be sure to emphasize topics of interest to your potential buyers.


• Offer an unguided tour. If your potential buyers are accompanied by an agent, encourage them to immediately take a second look at the property without you so that they can discuss items privately and linger over areas of interest. Let them know that you're going to give them some privacy and will be available for questions when they finish.  Meet them next to your home’s best selling feature, whether it’s the fireplace, the gourmet kitchen or the bay window.


• Wrap up with Q&A. After the tour is complete, reiterate the key selling features of the home and answer any questions.


• Follow up by phone. Call the agent (or potential buyers if there is no agent) that evening to answer questions and collect feedback.

Before the day of the showing, be sure to complete these tasks:

• Get the scoop beforehand. When a potential buyer or their agent calls to schedule a showing, ask what attracted them to the property and what features are most important to them. Take notes so you can focus on those elements during the showing.


• Confirm the showing and be on time. Call the morning of your scheduled appointment to confirm the meeting and make sure your home is ready on time. Many agents and buyers keep a strict scheduling when viewing properties.


• Look the part. You should be dressed slightly more formally than the potential buyers to provide a sense of professionalism to the meeting.


• Do a quick sweep of the house. You’re probably keeping your home in tip-top shape while it’s on market. But right before a showing you should also take a few minutes to clean and tidy any last-minute messes. If you need to, you can hide things under the bed and in the trunk of your car—but never in closets or drawers which buyers often view.


• Secure your valuables. Items of value, especially jewelry and other small items, should be locked or stored in an inaccessible area.


• Turn on all the lights. Well-lit rooms feel more spacious.


• Turn on low music. Play soothing classical or jazz music at a low volume to help establish a calm and inviting atmosphere. Be sure to put the music on auto-repeat if possible.


• Keep pets out of the way. No matter how friendly you feel your pets are, they need to be off the property or locked away during a showing. Many people are uncomfortable or distracted around animals.


• Light some candles. A few lightly scented candles will help create a cozy atmosphere. (Don't forget to blow them out afterward.)