Home showing etiquette

Ask Phyllis: a blog series of frequently asked real estate questions.

Home showing etiquette

Dear Phyllis,

I am considering moving to Orange County to be closer to my children. I recently met with the Realtor who sold me my home. He is adamant that I am not present when my home is shown. I have been in my house for nearly forty years and can answer any buyer’s questions. I am hoping you can share your thoughts on home showing etiquette.
Potential Seller

Dear Potential Seller,

When an owner remains present during showings, several challenges hinder the selling process. Potential buyers often feel more comfortable exploring a house without the seller hovering. Additionally, the buyer is likely unwilling to share concerns with their real estate agent, thereby not allowing their agent to address any buyer objections.

Being emotionally attached to their homes, sellers sometimes react defensively to criticism or questions, which can lead to an awkward atmosphere that turns buyers off. The seller’s presence can also add pressure, making buyers feel rushed or obligated to offer positive feedback. This could prevent them from assessing the home objectively and imagining themselves living there.
When sellers are in the house, attention might shift from the property itself to the seller’s personality, belongings, or explanations, distracting from the goal of letting the home shine on its own. Awkward interactions can arise if sellers overshare personal details, justify flaws, or hover, all of which can make buyers uneasy. A lingering seller also disrupts the staged, neutral environment that helps buyers envision the space as theirs. It could also suggest desperation, potentially weakening the seller’s negotiating power.

As real estate agents, we are trained to highlight strengths and address concerns professionally. We are better suited to guide showings neutrally. We understand the features most important to our clients and can highlight those during our showing. Ultimately, stepping away allows buyers the freedom to connect with the home on their terms, increasing the chances of an offer. These are likely the reasons your Realtor recommends your absence.