Showing houses is a large part of selling houses. It's necessary, the majority of the time, that a showing goes well if a deal if going to progress. Because of this, mastering the art of showing houses is vital to an agent's success. Luckily for agents, we've broken down some tried and true ways to show your next client right into Escrow.
Preview First
Be sure to preview homes you're going to show whenever possible. This way you aren't surprised alongside your clients when a property doesn't look like the photos on the MLS. Being behind the eight ball during showings can send an agent's stress levels sky high, so be sure to preview first.
This includes the route. More often than not, if showing multiple properties, the agent will drive their clients around. This way they can point out nearby amenities like parks, school, etc. Be sure to preview the route, ideally at the time you are going to be showing houses, so that you know what to look for and what to expect. Being prepared is the best way to get showings off to a good start.
Show Don't Tell
Let the property speak for itself. Don't crowd your clients and don't give too many opinions. In order to prevent buyer's remorse, clients need to feel that they are truly making a good decision - they can't do that if they are feeling pressured by their agent.
That being said, don't neglect the houses key features and stats that you as the agent are aware of. It's important to highlight and show key features of the home, talk about the comps in the area, and discuss what they do and don't like about the property. But don't follow your clients from room to room talking without letting them have a chance to breathe.
Listen to Feedback (and also, throw in curveballs)
Your clients are going to tell you, more often than not, their opinions on a home you're showing them. It's extremely important that agents actually listen during this exchange. There's no quicker way to lose a client than for them to feel like their real estate agent isn't listening to them.
On the other hand - listening is key, but so is throwing them one curveball of a showing if necessary. This can help open their minds or create more realistic expectations - all of which is a win as an agent.
Showing houses requires some practice but know what you're talking about, be prepared, and keep the client top of mind and you're sure to win the day!
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