You’ve vetted your viewer, arranged a time for them to see your property and prayed for sunshine: you’re now ready to show them around.

Revise our section on preparing the property: this is a crucial part of the process.

Some say the smell of freshly brewed coffee is inviting: we say by all means have a coffee to perk yourself up but don’t go to town on contrivances. However, you need to appear comfortable and happy in your home.

Welcome your visitor with a big smile and a handshake. Introduce yourself and if a partner or children are there, introduce them too.

Give them a brief synopsis of the property and then lead them into the first reception room.

At this point you could give them a brief overview of the rest of the property and let them find their own way around. Don’t dominate, take a back seat but be sure to point out all the selling points of the property.

Don’t sound too ’salesy’. Mention the features and benefits and be succinct: for example if you are pointing out a patio, the feature is the patio and the benefit is that it has sunshine on it all day and great for entertaining.

When they’ve finished their tour let them know of any other things they may need to know - lease, gardens, maintenance etc.

There’s also some information that you should be looking to extract from them:

1. Are they in a chain?

2. Are they a first time buyer?

3. Do they have a mortgage provisionally approved?

4. How long have they been looking?

Ensure you have confident answers to any awkward questions that may come your way such as:

1. How long has the house been on the market?

2. Have you had much interest? (Of course you have!)

3. Have you had any offers?

You need to create a feeling of desirability. If you had some serious interest - be sure to tell them - it will stimulate their interest.