Should You Show Potential Buyers Around Your Home Yourself?

When it comes to selling your home, it’s natural to want to be involved. After all, this is likely a place full of memories and meaning. But if you’re wondering whether it's better for you or your estate agent to handle the viewings, it's a question worth thinking through carefully.

I recently read an email from a seller who had been trying to move for six months. His wife insisted on attending every viewing and guiding potential buyers through the house, sharing family stories and pointing out both the highlights and the bits that still needed work. While it came from a good place, the couple hadn’t had any offers.

It got me thinking. Does being present at viewings help or hinder a sale?

Let’s explore the pros and cons, and why your best move might be to step back, even if it feels unnatural.

Emotion vs. Strategy

When you’ve lived somewhere for years, especially if you raised a family there, the house is more than bricks and mortar. But potential buyers are looking at it from a very different perspective. They’re imagining their own future, not revisiting someone else’s past.

That emotional connection can actually make it harder for buyers to picture themselves living there. If the current owner is walking them through their memories and pointing out sentimental details, it can get in the way of the buyer making their own mental picture.

The intention might be warm and helpful, but the effect can be off-putting. Buyers need space, both literally and mentally, to imagine their life in the property.

Estate Agents Know How to Read the Room

A good estate agent is trained to spot what matters to different buyers. Some will care about the view from the kitchen window. Others will want to talk about school catchments or the potential for an extension.

Your agent will tailor the viewing to that person. They’ll ask the right questions, highlight the features that suit the buyer, and steer the conversation based on what they’re picking up from the room. It’s more than a walk-through. It’s a carefully judged conversation.

Buyers are also more honest with an agent than they will be with you. If they don’t like something or want to discuss knocking through walls, they’ll speak more freely without worrying about offending the current owners. That honesty is valuable. It gives you useful feedback and helps the agent gauge serious interest.

Second Viewings Are Different

Now, I’m not saying there’s never a place for the owner to be involved. If a buyer is coming back for a second viewing and is close to making a decision, that might be the time for a brief chat. Maybe they want to know how noisy the road is at night, or how often the neighbours mow the lawn. In those moments, the owner's insight can be helpful.

But on a first viewing, less is more. Let the buyer experience the house for themselves.

What You Can Do Instead

If you really want to share something about the property’s character or history, consider writing a short note that your estate agent can give to viewers. It could include the year you renovated the kitchen or a mention of the blooming wisteria in spring. That keeps the human touch without getting in the way of the viewing.

Better still, focus your efforts on presentation. Tidy the entrance, clear away clutter, and give everything a quick refresh where needed. A clean, open space makes a stronger first impression than any guided tour.

Also, talk to your agent about scheduling. Having several viewings back to back creates a subtle sense of competition. It shows buyers they’re not the only ones interested, which can help speed up decisions.

It’s understandable to feel protective over a home you’ve loved for years. But selling well means stepping back emotionally and letting the professionals do their job.

Let your agent take the lead on viewings. Use your energy to prepare the house and keep things tidy. You’ll be giving potential buyers the best possible chance to fall in love with it.