In a slower real estate market, sellers cannot afford to ignore any part of the marketing process. Price, preparation, and presentation must be excellent in order to attract a buyer. The price must be set realistically. Preparation should include fresh paint, de-cluttering, updated floor materials, and no glaring repair needs. And, presentation should be meticulous, with drapes open, lights on, lawn mowed, and interior cleaned.

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　　Showing your home is the final step in winning the heart of a buyer. When a buyer calls for a showing, he or she already has an interest in your neighborhood and may have viewed your home on line. They are willing to invest time to visit your home. It is worth the effort to make each showing one that will be remembered. Here are some questions to consider:

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　　If possible, schedule showings in the same way that is used by a majority of the homes in your area. This may be by special appointment or by a lockbox system. Remember that this will be the buyer's first contact with your home, and it should set a positive tone. Make the buyer and agent feel welcome. Be as flexible on timing as possible. The buyer may be viewing many homes over a large area.

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　　To allow flexibility, you could wait until they arrive, and then slip out the back door. You may get a last minute call for a showing. If this happens, start by thanking the agent for the interest, and discuss how to work with the timing.

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　　I can recall instances in which the seller came to the door in a hostile way and demanded to know why we were 30 minutes late. Or, the buyers sensed that they were inconveniencing the seller or their agent by asking to see the house. Many people have a strong reluctance to intrude or bother other people. Remember that the decision to buy a home is emotional response. Don't turn people off before they come in the door.