Preparing Yourself and Your Home for the Open House

Before the appointment, you should have picked up everything in your home that is out of place. Nothing should be lying around. Make all the beds, be sure there are no dishes in the sink and that the mail is off the desk and out of sight, take newspapers off the coffee table, and take out all the trash.

The day of an Open House is not the time to worry about your energy bills. If it's winter, adjust the thermostat to a warmer temperature. It shouldn't be too hot, but warm enough to make your home “welcoming.” Remember, the more traffic you get in and out, the more the house will heat up. If it's hot outside, turn up your air-conditioning. If your potential buyer is cold or hot and uncomfortable, he or she will want to leave as soon as possible. Buyers might even take with them a vague uncomfortable feeling about your house and wonder why.

If it's raining or there's snow on the ground, it is appropriate to have a quality mat at the front door, inside, for people to wipe their feet on. Some sellers will actually ask a potential buyer to remove their shoes, which is a good idea. First, it helps you keep your home clean, and, second, it sets a tone that the seller cares about the quality of his or her home. What you don't want is a mat that looks like a plastic drop cloth. Have a nice mat at the door. Even if you have to wash it later, it is better to have something presentable at your front door. Remember the good first impression rule.

To create a little more atmosphere, have some soft music playing, just for a little background effect. Some people think classical music is best. Again, this is another area of dispute in real estate. Some people think that music takes away from the focus of the sales presentation. We don't. We think that, done correctly, it adds a measure of quality to the environment and that most people find soft music calming.

Turn on all the lights in every room. Remember, “light-filled” is something all buyers are looking for in a home. You want the home to look well-lit and bright. If you simply leave the lights on for your Open House, you will be able to move through the home smoothly without fumbling with light switches.

Consider using stronger light bulbs in rooms where natural light is at a minimum. We mentioned earlier the expression, “People gravitate to the sunshine.” The only exception to the “lights on” rule is if the particular room you will be showing looks awful and you don't want to highlight how bad it is. But we trust that will not be the case, and that you've fully prepared for the Open House by addressing any issues that cry out for painting or repairs before you welcome prospects to your home.

Small children (and their toys) as well as pets (dogs and cats and their litter boxes and bowls) should not be at home during any Open House events. You must make arrangements for a friend or family member to take your children and pets for the day. Small children will not only distract you, but they will distract any potential buyer. Food and Beverages?

There are two schools of thought about food and beverages. One says have something light such as cookies or a vegetable platter for your guests and some coffee. The other says have nothing. You'll have to make your own decision on this subject. Having snacks and coffee might make a potential buyer feel more at home and actually stay around your home longer, and that's a good thing. Also, if you have good traffic at your Open House, you'll learn a lot from the conversation about your home that naturally takes place among various prospects around the cookie tray.

However, the cost of food and beverages is an issue. Also, you run the risk of someone spilling coffee on your carpet as they walk around your home. Lastly, someone will have to ensure that the coffee pot is not empty and that the snack tray is kept fresh. We suggest you go with your instinct on this one.

One thought about refreshments to consider: It's an especially good idea to serve refreshments if you have a great area in which to serve them. If you serve refreshments in a recently remodeled and sparkling kitchen, cozy dining room with a great view from the bay window, or a deck laid out with pots of seasonal flowers, guests will take away a great impression of an area where they enjoyed lingering.

We strongly recommend that you purchase fresh flowers on the day of your Open House. Placing flowers in various spots gives a good overall impression and adds a nice touch to the home. It sends a subliminal message that you are a quality homeowner who cares about the home.

Aromatherapy works. A simple way to add a wonderful aroma to your house is with “plug-ins,” but be sure to use ones that are not offensive or too strong. Most can be adjusted, so be sure to set them at a lower setting.

The smell of fresh baked cookies will make anyone linger a little longer and feel like they are home. You might also consider boiling some cinnamon sticks about 30 minutes before potential buyers arrive.

What should be done before the potential buyer arrives at your home? Simple: Be ready. Remember our maxim about the first impression? When you open your front door, you have only one chance to make a good first impression.

So, if you're a guy, that means get up early, shave, put on nice clothing. Nothing over the top, but be clean and neat. Not jeans with holes or paint on them. Not a tee shirt, but a collared shirt. Look professional and communicate that you're a quality guy, and the subconscious impact on the potential buyer will be, “He must also have a quality home.”

If you're a woman, take the time and put on your makeup and a smart outfit. Again, nothing over the top, but look professional.

Remember, you are a reflection of your home, and your home is a reflection of you. The key is that you want to look like a quality individual and a serious seller, particularly if you want the potential buyer to think you have a quality home. Looking the part is important. Dress for success!

We do not recommend that you give out a packet to all visitors. Only those expressing interest in the home should be given the complete packet, and possibly a CD of your virtual tour or photos.

All other visitors should be given a flyer that contains all of the basic information you want them to have. You can print flyers directly from your online property listing.

Remember, serious buyers will probably visit many homes on a weekend. After they have seen several homes, they all start to run together in their mind. “Which one had the kitchen that I liked?” “Which one had the deck?” Giving serious potential buyers information to take with them, including a Home Visit Feedback form and postage-paid return envelope, is a way for you to help buyers remember your home and to gather valuable feedback. Have all the research that went into pricing your home nearby so that buyers who question your pricing will see that you've done your homework.