If you’re preparing to sell your home, one of the biggest home selling mistakes you can make is staying home during showings. Many sellers believe they’re being helpful — answering questions or pointing out features — but in reality, it’s one of the easiest ways to make buyers uncomfortable and lose their interest. As an experienced Realtor in Ancaster and Hamilton, I’ve seen firsthand how stepping out during a showing can help your home sell faster and for more. Here’s why leaving is one of the smartest real estate showing tips a seller can follow.
There’s a curious trend happening in real estate right now, and it’s not a good one. More and more sellers are deciding to stay home during showings — and it’s costing them in ways they don’t even realize.
I call it the “new seller phenomenon.” even though it's not really new. Maybe it’s because of the market slowdown, or maybe it’s just human nature — sellers want to be helpful. They think, “I know my house best. If I’m here, I can point out all the upgrades and make sure buyers notice what makes my home special.”
Unfortunately, this almost always backfires.
Why Sellers Feel the Need to Stay
As a listing agent, I understand the impulse. You’ve lived in your home for years. You know every improvement, every custom detail, every reason it’s worth the price. You’re proud of it — and rightfully so.
But here’s the truth: what feels “helpful” to you feels awkward and intrusive to buyers.
When buyers arrive for a showing, they’re trying to picture themselves in the home. They want to walk in, breathe, and start imagining their life there — their furniture, their family dinners, their routines.
The moment they see the seller inside, that entire emotional process shuts down.
They’re no longer thinking, “Could I see myself living here?” They’re thinking, “How fast can I leave without being rude?”
My Personal Experience: The Lunch That Killed the Showing
I’ve seen this happen more times than I can count — both when I’m representing buyers and when I’m representing sellers.
The most recent example was about a week ago. I was showing homes to a brother and sister who were looking to buy together. We pulled up to the property, I got out to open the lockbox, and they followed me up to the door. Everything felt normal — until the door opened and the seller herself was standing there.
I handed her my card and said, “Hi, we’re here for the confirmed showing.” She smiled warmly and said, “Oh yes, of course — come on in! We’re just sitting down to lunch.”
At that moment, we looked into the house and saw a dining table with six people sitting down, waiting for the lovely lady to join them.
I turned to look at my clients. The sister whispered, “Oh no, Dana, I just can’t.” Then she turned around and walked back to the car.
As we were leaving, the husband — who was getting into his car — called out, “Hey, why are you leaving? Didn’t you want to see the house?”
And I had to say, “I’m sorry sir, my clients prefer to view a house when no one is home.”
They weren’t being rude. They were being honest — and that’s exactly how buyers feel in that situation. Uncomfortable, self-conscious, and eager to leave.
That showing lasted 30 seconds, and the buyers never went back. That seller had no idea that her friendly gesture cost her a potential sale.
When I Discover Sellers Have Stayed Home
It happens on the seller side too. Sometimes I’ll get feedback from other agents that surprises me. The home will have been tidied beautifully, the photos look great, and I’ll expect strong feedback — but the showing notes will say something like:
“Family was sitting in the living room during showing. Buyers felt uncomfortable.”
I always cringe when I see that. Not because the sellers did anything wrong in their eyes — they probably thought they were being polite or simply staying out of the way — but because I know how it looks and feels to a buyer.
The living room might as well be a wall. Buyers don’t want to wander around someone’s home while the owners are sitting there, watching TV, pretending not to listen. It’s awkward for everyone.
And the sad part is, most of the time, sellers don’t even know they’ve hurt their chances. The showing agent gives polite feedback, the buyers move on, and the opportunity is gone forever.
Why It’s Such a Big Mistake
There’s a psychology to selling real estate that goes far beyond granite countertops and square footage. Buying a home is emotional.
Buyers don’t fall in love because of data. They fall in love because of feeling.
They walk in and instantly imagine their morning coffee in that kitchen, or their kids running down the hallway. But that emotional connection can’t happen when the current owner is physically present. It’s impossible for buyers to imagine themselves in a home while the person who already lives there is still sitting in it.
Here’s what happens when sellers stay home:
Buyers rush through the showing instead of lingering.
They whisper instead of talking freely.
They miss details because they’re distracted by politeness.
They skip feedback because they don’t want to offend anyone.
In short, they don’t connect emotionally, and they don’t stay long enough to consider writing an offer.
The Best Thing You Can Do as a Seller
If you’re selling your home, the single best thing you can do for every showing is leave.
Go for a walk, grab a coffee, visit a friend — anything that gets you out of the house for 30 to 45 minutes.
And yes, it’s inconvenient. Packing up the kids and pets or finding somewhere to go on short notice isn’t easy. But those few moments of inconvenience can mean the difference between your home sitting on the market and receiving a great offer.
The best help you can give is to let buyers explore freely and experience your home on their own terms.
Final Thoughts
Over my years in real estate, I’ve watched this “new seller phenomenon” play out countless times — and it always ends the same way. Buyers feel uncomfortable, sellers feel confused, and the home sits longer than it should.
As friendly and well-intentioned as it seems, staying home during showings tells buyers, “This is still my house.” But the moment you leave, it whispers something far more powerful: “This could be yours.”
Selling a home is about creating that emotional opening — that space for imagination, comfort, and connection. So, when the next showing request comes through, do yourself a favour: grab your keys, take a drive, and let your home do the talking.***
About Dana Gain
Dana Gain is an award-winning real estate broker with Right at Home Realty Burlington, consistently ranked among the top agents in her office. Known for her data-driven marketing, luxury staging advice, and client-first approach, Dana helps homeowners across Hamilton, Ancaster, and Burlington maximize their sale price through smart preparation and strategic exposure.
📞 Connect with Dana: DanaGain.com | Instagram @DanaGainRealtor | Facebook @DanaGainRealtor
