Put The Coffee On ...
Often reputed by 'estate agents' as an ageing common ploy that is now seen as cheap - and non-rewarding. But psychologically speaking - popping on the coffee, tea or offering a drink is hugely rewarding to you as the seller on a much higher level. The buyer will feel instantly at ease upon the kind offering; Should they have had to travel a distance to meet and view your property, they will be most appreciative of the rehydration. On a much deeper level, in your offering and their acceptance, you are both finding an instant common ground of politeness & courteousness, well you can't start a negotiation in a better way. The kitchen is often the homes beating heart, starting the viewing here and showing (subliminally at this point) how convenient the kitchen is, how relaxing it is and where things are, your buyer will start to place them in your shoes when they have guests and family, not such a ploy or cheap - essential practice it looks to me. As the seller, taking 5 minutes before your buyer arrives in preparing drinks, puts your brain in neutral, as you are doing something you do many times a day; So perhaps use this time to you - what do you want to know from your buyer, what do you need to understand from them to make the most of their experience in your home, are they a young couple? What does your house offer them, what does the locality offer them, are they retiring, or have they just split from a partner? In the 3 to 4 minutes upon meeting with them and offering them that gesture kindness.
When viewing someone's home, you are invited into a word that they have created that has their boundaries and their rules - this to some can be something that is rather daunting, in accepting a coffee or another type of refreshment, you are opening yourself to them and saying that you are friendly and in a form, on their level. Buying properties is a huge part of life, full of emotion and historically conflict, in meeting with the seller, you are breaking down barriers and taking away undue stress. Remember it is their creation and something they have and still live in (in most cases), there will be many questions and answers that are exchanged between you - though perhaps let the seller speak for a little while, don't go silent and 'eyeball' them, this will only serve to work against you, just remember back to when you first went to school, university or into a new job - you will both be a little nervous, but let that work with you and take what they are saying on board, ask constructive questions about what you really want to know; then enjoy the viewing.
Be it buying or selling, make sure that from both sides you have time to be alone to reflect on questions and take in the whole property.