Ask the Expert Sophie Clarke, property expert at Mellor and Beer answers this week question "Should I show people around myself or let the agent handle it?"
There’s certainly no rulebook that says you can’t do it. In fact, if you’re a confident person who knows every nook and cranny of your home, you might feel like you’re the best person for the job. However, in my experience, having a professional handle the viewings can lead to a more relaxed experience for everyone involved and, ultimately, a better result.
Here’s a little breakdown of why the "agent approach" usually works so well, and where your expertise as the owner fits into the mix.
The Benefit of a Professional Buffer
One of the main things to consider is that buyers tend to be very polite. When the owner is present, a buyer might hesitate to mention they aren't keen on the wallpaper or think the kitchen feels a bit snug—they simply don't want to cause any offence. But they’ll often be much more open with an agent. That honest feedback is incredibly helpful; it allows the agent to address concerns right there and then or help you decide if any small changes are needed.
A seasoned agent also brings a bit of "sales psychology" to the proceedings:
- Reading the Room: They can often sense when a buyer is getting excited (or perhaps losing interest) and can gently steer the tour to focus on what matters most to that person.
- The "Local Hero" Knowledge: They aren't just showing a house; they’re sharing the story of the street, the schools, and the local community. Having the data on recent nearby sales helps them back up your asking price with confidence.
- Handling the Pressure: If a buyer starts talking about money or offers, the agent keeps the conversation professional. This protects you from feeling put on the spot or pressured into a "handshake deal" that might not be your best option.
When You’re the Secret Weapon
Of course, this doesn't mean you as the vendor should feel sidelined! A knowledgeable owner is a massive asset to any sale.
While a good agent will have mastered the essential facts—like the property boundaries, room dimensions, and garden orientation—there are technical specifics only someone who lives there would truly know. You are the expert on the "unseen" value of the property.
The most successful sales usually come from a team effort. Let the agent lead the tour and handle the "salesy" side of things. If the buyer has a very specific, technical question, that’s your time to shine. You can provide the granular details that an agent might not have at hand, such as:
- Infrastructure & Utilities: Explaining the specifics of a complicated zoned heating system, the exact location of the fibre-optic entry point, or the specifics of the consumer unit.
- Warranties & Specs: Handing over the details on the specific brand of high-efficiency insulation used in the loft or the remaining years on a specialist damp-proof or timber treatment guarantee.
- Technical Maintenance: Providing the service history for a solar panel array or the specific programming for an integrated smart-home or security system.
The Verdict?
If you can, let the agent take the lead. It takes the emotion out of the room and allows the buyer to start seeing the house as theirs, rather than yours.
Think of it this way: the agent is there to sell the property; you’re there to act as the "owner’s manual" for those high-level technical queries. It’s a combination that usually gets that "Sold" sign up much faster.
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