Expert advice on how best to conduct a property viewing

However, now is the time to get it right, in order to maximise the opportunity. As I think of it, there are some key rules that you need to get right. By far the most significant is that you are not there. First viewings, on the most part, should be handled by the agent as they have no emotional connection to the property and are far more likely to get open honest feedback from the viewer.

Equally if there is something they don’t like, the agent can try to address their reservations. Only when it comes to second viewings and depending on the

type of viewer should you, the owner, be there. However don’t be offended if the agents asks that you go out for a walk.

At the early stages of seeing the agents, you need to ascertain exactly who will be showing people around your home. This can vary wildly depending on the agency you go with. It is vital that a good majority of the team view the property as they can then sell from a position of strength. There is nothing worse nor more infuriating than calling an estate agent and they say, "I’ll just get the brochure”.

When it comes to the viewing, you need someone that knows the property, is there early to turn on the lights and can accompany people round. Remember that on first viewings, people rarely want the detail, just more of an initial look round. This is also why owners should keep away, as they often elaborate too much and overload the viewer.

The key is that the agent listens and tunes in to exactly what the viewer is looking for. Then point out why your home would work for them. Another key point is that one should present with emotion and by that I mean you should ignore some common advice, including that you should clear out a room and remove all your personal effects.

However this is the wrong as a home is an emotional purchase. Viewers want to see how you live and the lifestyle that goes with this. Given the number of properties an agent handles, it is worth writing them a brief cheat sheet of key points on your property for them to refer to. For example, who made the kitchen, what is the broadband speed, what are the neighbours like? This again will help them sell from a position of strength.

After the viewing, never ask how it went as you will get a false impression. The agent should wait 24 to 48 hours so that they receive considered and thought through feedback. If the agent receives a call from a viewer before this, you know they are interested.

Lastly, never put a virtual tour of your home online. Not only is this a breach of security but you are giving a potentially interested party the option to say "no” before they have even been through the door.

They may have got the wrong impression, however, if you give everything away upfront, what incentive does a viewer have to engage with the agent? None. These are my viewing commandments.

Alex Goldstein is a property consultant in Yorkshire and London, alexgoldstein.co.uk, 01423 788377