Should I Be In for the Viewings, or Leave the Agent to It?

It’s one of the most common questions we’re asked by sellers in Gibraltar, often right at the start of the selling journey:

“Should I stay for the viewings, or is it better if I leave it to the agent?”

On the face of it, staying seems logical.  After all, no one knows your home better than you do.  You’ve lived there, loved it, improved it, and you naturally want to help potential buyers see what makes it special.  But in practice, being present during viewings can sometimes work against you - even when intentions are entirely positive.

Let’s explore why, using a real-world example from our own experience at Richardsons.

A Real Example: When Good Intentions Get in the Way

We were instructed to sell a lovely property in Gibraltar for a vendor who was, quite frankly, a delight.  She cared deeply about her home and wanted nothing more than for the right buyer to come along and love it as much as she had.

Interest was strong.  Over a period of time, we conducted around 30 viewings.  The feedback was generally positive, but no offers materialised.  Something wasn’t quite clicking.

The vendor insisted on being present for every viewing.  Not because she was controlling or suspicious - quite the opposite.  She was friendly, welcoming, and eager to help.  She would follow us around the property, pointing out features, sharing stories, explaining why certain choices had been made.  Her heart was completely in the right place.

But therein lay the problem.

When a Property Feels “Too Personal”

Buyers don’t just view a property - they imagine their future in it.  They mentally place their own furniture, picture their routines, and try to see themselves living there.

When a vendor is present, especially one who is emotionally attached, that process becomes harder.

In this case, the property began to feel like her home, not a home the buyer could make their own.  Conversations drifted into personal territory.  Buyers became conscious of what they said, how long they stayed in each room, and whether they might offend the vendor with honest questions or reactions.

Instead of freely imagining their own life there, they were guests in someone else’s.

The Turning Point

After yet another viewing with positive but non-committal feedback, we had a gentle and honest conversation with the vendor.  We explained that while her presence came from a wonderful place, it might be unintentionally holding buyers back.

We suggested a simple change:
For the next round of viewings, why not go out and let us handle it?

To her credit, she trusted our advice.

And what happened next was telling.

The Very Next Viewing…

The very next person through the door viewed the property without the vendor present.  They took their time.  They asked open questions.  They spoke candidly about changes they might make and how they would use the space.

Shortly after the viewing, they made a full asking price offer.

Nothing about the property had changed.
The price hadn’t changed.
The marketing hadn’t changed.

The only difference was the space - both physical and emotional - that allowed the buyer to connect with the property on their own terms.

Why Buyers Behave Differently When Vendors Aren’t Present

This scenario isn’t unusual.  In fact, it’s something we see time and again.

When vendors aren’t present:

• Buyers speak more freely

• They ask questions they might otherwise hold back

• They explore the property at their own pace

• They imagine their life there, not someone else’s

Importantly, they also feel more comfortable discussing price, value, and next steps with the agent - conversations that are far less likely to happen openly in front of a vendor.

The Role of the Agent

A good agent doesn’t just unlock the door.  Our job is to:

• Read the buyer and tailor the viewing to their needs

• Highlight features that matter to them

• Handle objections calmly and professionally

• Gather honest feedback

• Protect the vendor’s negotiating position

At Richardsons, we act as a buffer - not a barrier - between buyer and seller.  This allows both sides to feel comfortable and supported.

“But I Want to Make Sure They Don’t Miss Anything”

This is a common concern, and a completely understandable one.

The reality is that anything important about your property should already be covered:

• In the marketing

• In the floor plans

• In the agent’s briefing

• And during the viewing itself

Before viewings begin, we make sure we fully understand what makes your property special - from renovations and upgrades to lifestyle benefits and local insights specific to Gibraltar.

You don’t need to be there to ensure the message is delivered properly.  That’s what you’re instructing us to do.

Are There Any Exceptions?

Occasionally, yes.

In very specific circumstances - such as complex properties, unique technical features, or certain commercial sales - a vendor’s presence can be helpful if carefully managed.

But for the vast majority of residential sales, particularly in Gibraltar’s competitive market, buyers respond better when they’re given room to breathe.

Trust, Space, and Results

Selling a home is emotional.  Letting go of control can feel uncomfortable, especially when it’s a place full of memories.  But sometimes, the best thing you can do to achieve the best result is to step back.

That doesn’t mean you’re not involved.  It means you’re trusting the process - and your agent - to do what they do best.

As our real-world example shows, sometimes all it takes is one small change to unlock a sale.

Our Advice?

If you’re selling your property in Gibraltar and wondering whether to stay for viewings, our honest recommendation is this:

Prepare your home well.  Brief your agent thoroughly.  Then step out and let buyers step in.

You might be surprised how quickly things move once they do.

If you’d like to discuss how we manage viewings or prepare your property for sale, the team at Richardsonsis always happy to help.