My wife and I have been trying to sell our family home for over six months as we’re hoping to downsize due to my declining mobility. The house is deeply meaningful to us - it’s where we raised our children and spent many wonderful years.
We’ve had multiple viewings but no offers so far. During these viewings, my wife enjoys giving the tours herself, sharing heartfelt stories about the home’s history, our family’s memories there, and even pointing out areas that may need renovation or improvement.
I’m beginning to wonder if her involvement in the viewings might actually be deterring buyers. Would it be better to leave the showings entirely to the estate agent and the prospective buyers? Could this potentially help us sell the house more quickly and at a better price?
Paul Gibbens, Sales & Lettings Manager at Richardsons, says: "Viewings are one of the critical stages in the selling process and it's important to approach the strategically.
How potential buyers are handled during the viewing can heavily influence their experience - and often determines whether they choose to make an offer.
While it might seem helpful for the vendor to be present, in most cases, the most effective approach is to have your estate agent conduct the viewing. Idealy this should be a dedicated agent who understands your property and your reason for selling.
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Paul Gibbens MNAEA is the Sales and Lettings Manager at Richardsons Estate Agents and has been helping clients sell their homes in London and Gibraltar for nearly two decades
Believe it or not, most first viewings are booked on emotion. Buyers have seen your photos or floorplan and started picturing themselves living in your home. At this point they're looking to form a personal, emotional connection with the space. If your wife is walking them through family memories or past events, she may unintentionally disrupt that connection and make it harder for buyers to imagine their own future there.
Second viewings, on the other hand, are typically more practical. This is when buyers asses whether the property fits their needs - considering things like layout, storage, or maintenance. At this stage the seller's input can be useful for answering specific questions, like how the heating system works or what the neighbours are like. But this only adds value once the buyer is already emotionally invested.
A common mistake sellers make is assuming that a polite or enthusiastic buyer is genuinely interested, only to be disapointed when they never hear back. Often this happens because buyers don't want to offend. If you're present, they may hold back from expressing concerns asking questions, or spending enough time in the home to truly consider it.
Some estate agents will say it's fine for sellers conduct viewings because "no one knows the home better than you", but in reality this may be more about cutting corners than adding value.
Viewings aren't just about showcasing a property - they're about helping the buyer envision their life there. That's why it's nearly always better to let your estate agent handle them. Buyers feel more relaxed, stay longer and provide more hinest feedback.
It is also smart to schedule viewings in focussed time slots if possible - ideally twice a week. When one buyer leaves just as another arrives, it creastes a sence of urgency and demand, which can help generate more urgency and encourage faster offers"
If you have a question about how to speed up the sale of you home, contact our Sales Team today:
call 00350 200 79210
WhatsApp: 35056004845
or email info@richardsons.gi
*story shared with clients' consent