A few hints and tips on how to prepare – and how to pitch with confidence

When your estate agent calls to announce they have a potential buyer interested in seeing your property, most of us will feel a couple of emotions at the same time.

Firstly, excitement; after all, when you have a viewing booked, this means your plans are one step closer to completion.

Secondly, a certain trepidation; quite a few of us will be convinced we’re going to make a mess of it, either because we’re worried the house isn’t perfect or because we lack the confidence of a natural salesperson.

Both are common and perfectly natural but there are also a few tips on viewings we can offer to help ensure you make the most of the opportunity.

First of all, if you really are concerned you’ll muck up the pitch, why not ask your estate agent to step in? After all, it should be part of the services covered by their fee.

But, if you prefer to go it alone, here are a few hints to keep you on the right track.

Be prepared:

With so much information available on the internet these days, it’s probably best to assume your viewer has done their homework – so make sure you do yours too. Do you know your broadband speed, for example, or which provider offers the best phone signal?

The property portals provide information on things like nearby schools but remember you’re the expert because you’ve probably lived in the area for some time. You will probably have used the pubs, the shops, or hairdressers so you’ll know what they’re like.

But why not keep a few of the leaflets that have dropped through the letterbox recently, particularly if they include contact details for plumbers, electricians, window cleaners or even local takeaways that deliver? They might be really valuable to a potential buyer.

Know All Your Selling Points:

The number of bedrooms, the garden, garage and even the décor are all part of your property’s charm – but a lot of that will be in the brochure of the particulars published online anyway. Don’t forget there may also be aspects of your home that are attractive to a prospective buyer – but are not necessarily evident immediately.

Why not make a note of them and remember to point them out during the viewing.

But, if you can, rehearse your tour. If you’re doing it alone, get a friend to visit and walk them through your pitch, if you’re doing it with a partner, decide who says what. You really don’t want to find yourself disagreeing in front of a potential buyer.

The Viewing Itself:

One of the most important things to keep in your mind is that we tend to buy from people we know, like or trust so try to be cheerful – but not in a manic way. You have about 15 minutes to make an impression – and personality can make a difference, particularly if a buyer has more than one property in mind.

Find out what you can about a possible buyer during the viewing; after all, most of us like talking about ourselves. If they have children, you might be able to tell them about the other kids’ on the street, the park, the youth club or the local junior football team. If they have a dog, you may know of some lovely walks you can reach from the front door.

Don’t be evasive; if a buyer wants to look in a cupboard, behind the sofa where you’ve hidden all the kids’ toys or in the loft, don’t panic or refuse. As long as they don’t find a serious fault, they’re probably not going to mind discovering a hidden pile of washing.

As long as your home is generally tidy, uncluttered and your personal effects have been put away, they’ll probably forgive you being human. If they do find something they perceive as a problem, ask how they would like to see it rectified. Take notes if you can and, before the viewer leaves, summarise – but close by recapping and reaffirming the things they liked, not the things they didn’t.


If you live alone, it might be an idea to have a friend or relative with you while you conduct a viewing. Not only is it a good idea from a security point of view, you’ll have someone to give you feedback on how it went over a coffee afterwards.

Hopefully, after reading all that, you’ll be feeling a little less nervous but, if you do have any other questions or if you think we may be able to help you with moving house or selling your property in any other way, feel free to drop us a line or give us a call. We promise to assist if we can…

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