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13 NOV



We have a “showing”! How did the “showing” go? Does it “show” well?

Showtime is critically important. A sale can be made or broken during showtime. It also has other values.

Here are 7 key takeaways…

1. Get Out

It is the name of that horror movie but also what an owner needs to do.

Some owners stall at leaving and like to hang around and wait to see who comes in. Then there is an awkward moment where the Realtor must go outside and tell the agent and buyer to back out of the driveway so the owner can leave. Worse some owners like to stay in the house or try to insert themselves in the showing. This is the absolute worst thing you can do. Owners reek of desperation inadvertently. They at times do not jive with the buyers. Or say things they should not. The goal is to sell the house to the highest bidder, not end up in an accidental rabbit hole about the vaccine or politics. I knew one Realtor (wonder who that could be?) who used to tell the most anxious owners like that that the showing was ½ hour before it took place. Realtors are also on stage during this time, and it is a lot of work to show a home properly, listen, and improvise. They need space to do so properly.


2. Lights and Music

If you want your Realtor to love you,  help them with the lights and some mood music. Sometimes Realtors are running tight or have an agent and buyer following from another house. Realtors will love you for this.


3. Secret Spy

A good showing agent is gathering data and intel on the potential buyer. What else are they looking at? How dedicated are they to the area? How much do they want the house? Are they going to be easy to work with?


4. Counter Sell?

A listing agent needs to find out what else the buyers are looking at. If they are looking at a home that is in competition with yours and it has a western exposure, then one should point out that the house can bake in the afternoon. Knowing your competition and pointing out the differences is key to selling at a showing.


5. Cookies

Bake them before a showing. They smell so good, and those smells trigger nice emotions of home. Rich or poor. Tall or small. Everyone likes chocolate chip cookies.


6. You need feedback

Feedback from the showing is critical. Where are their eyes going? What are they saying? You can learn if the price is the issue, or something else that can be corrected by getting valuable feedback.


7. Last minute staging items and hire a Maid.

Hide the garbage can. Clean the counters, especially in the bathroom. Make sure the closet is neat. No papers left out. Its best when showing if you can keep good habits on a daily basis. Buyers cancel last minute or change their game plans. Save the little things for last minute as big clean ups before each showing are stressful. If you don’t have a housekeeper, it’s a good investment to have. Showings can be stressful and this will help keep your stress at bay.


Jeff Lichtenstein is owner and broker of Echo Fine Properties, a luxury real estate brokerage selling real estate in Jupiter  and homes in Palm Beach Gardens, Florida. He has 20 years of real estate experience, has closed over a 1,000 transactions, and manages over 50 agents in a non-traditional model of real estate that mimics a traditional business model.  Some publications he has been quoted in.

Feel free to ask him a question directly at

Posted in Open House Blog, Uncategorized on November 13, 2021 at 8:00 am.


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