Holding a successful open house is a joint project. You depend on the sellers to have the house in super showing condition, and the seller relies on you to generate traffic, qualify prospects, sell the neighborhood and highlight the home's special features. Help your sellers do their part by lending your expertise in preparing the house for showing.

First, suggest that your sellers look at their home from a buyer's perspective and actually role-play as home shoppers. This exercise will help them be objective about their home's marketability and identify flaws that need fixing.

Start by having your clients approach the front of their home to size up curb appeal. You may want to facilitate the process by giving them a checklist of items to consider: A room-by-room inventory helps you to focus your sellers' attention on problem areas in a way that doesn't offend them. They ask themselves the questions!

For instance: Are painted surfaces clean and in good condition? Does the roof need repair? Have thermal windows lost their seal and turned cloudy?

Are screens or storm windows in good repair? Do gutters need cleaning or other maintenance? Is landscaping and fencing well maintained and attractive? Are there weeds in sidewalk seams? Are sidewalks and porches clean? Can the front entry be made more appealing with a seasonal wreath or potted flowers?

As your homeowners enter their home, have them think about a prospect's first impression. Does the house seem bright and spacious? Is it neat? Are there noticeable pet or other odors? (You may need to provide input on odors; often, sellers grow used to the way their house smells.) Do carpets and window coverings need cleaning? And don't forget to include backyard, garage and basement in your sellers' assessment.

Viewing their home as if they were perspective buyers helps sellers take a fresh look at their property and lets you guide them easily through the process of deciding what needs to be done to bring the house up to tiptop marketing condition.

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