Real Estate Agent and Trainer, Robert Rico, shares some great advice and tips for when showing property to clients. Do you want to see more video blogs? Subscribe here!
A real estate agent does not only represent the seller, but can also represents a buyer. That means that you may be required to get into a car with your clients and show them homes that you have specifically selected that meet their criteria. You will need to show your clients homes and you must be prepared. There’s a few things you need to consider for a safer and easier process:
- 1. Research the properties
Before you take your clients out to preview homes, make certain you have all the properties in order. Research the properties the day before taking your clients out for previewing to ensure that you have the most recent listings available. If you research these properties too far in advance, these homes may have already been sold.
- 2. Know the routes
Make sure you know the route to the property. How embarrassing would it be to get lost on your way there? Drive the routes to all of the listings the day before you show the property to your clients. It makes it easier for when the time comes, and proves that you know the area well.
- 3. Have your buyer information packet ready at hand
Your buyer’s packet should be printed for when you meet with your client. The buyer packet is listed information of all the properties that you’re going to be previewing that day. Be sure to print out one for you and one for the buyer – this way, they can take notes on the previewed homes directly on these papers!
- 4. Make your presence known upon entering properties
Don’t assume that no one is home, even if you ring the doorbell (or knock) and no one answers. When you walk into the property that you’re going to show, make sure to scream out that the Realtor (or the company you’re working for) has arrived. That way, anyone that’s still in the house will be aware of your arrival.
- 5. Be prepared with your real estate equipment
When an agent is approaching a home with their buyer to preview it, the buyer is typically very excited and anxious to preview the interior of the house. It is very unprofessional when you cannot open your lockbox to retrieve the house key to access the property for an excited buyer. A lockbox is a tiny container that holds a house key and only agents who are members of the local real estate board will have the ability to enter the home by utilizing this mechanism- it has a passcode on it specifically for each agent. In general, be sure that all your materials are working properly – whether it be your lockbox, your cell phone, or your car. Be as prepared as you can be for an effective experience!
- 6. Put on your consulting hat
You don’t need to be a salesman once you’re in the house. Let the house sell itself! Instead, give your clients advice and opinions on the home. Again, buying a home can be a very emotional experience and many buyers may have trouble determining if a particular home will suit their family. Be attentive to their comments and assist them with their decision, after all, that’s what you’re there for.
- 7. Guide them to keep moving
Many times the buyers will tend to linger in one area of the house. There is no need to rush them, but provide them with a little push to keep them moving to see the rest of the house. Remember, you’re on a schedule and it is important to be, and stay, on time.
- 8. Leave everything just how it was
Before you leave, make sure the property is left exactly how you found it when you arrived.
- 9. Review the day’s activities and follow up
After you’ve shown all of the properties, schedule a time to sit down with your clients for an opportunity to discuss the properties they’ve seen. Review the notes that the buyer took and get an understanding of what they liked and didn’t like. Advise them, and don’t forget to follow up after your meeting if they aren’t ready to proceed with making an offer. If they’re interested, you can move forward with putting an offer together for the buyers. There is no need to hesitate if they are interested in making an offer. In the real estate world, time is of the essence and business should be handled efficiently and effectively. If they weren’t interested in any of the properties that were shown to them on that day, there is no need to worry. Purchasing a home is a huge decision and it may be necessary to take your clients out to preview homes more than one time. Be patient, be diligent, and remind your clients that with a lack of inventory in today’s real estate market, the buyer may need to avoid any delays if a suitable home is available to purchase.