So, how do you prepare for successful real estate showings?
Your real estate leads have been receiving daily updates on listings in the area, and they have let you know they’re finally ready to go and visit some properties! Where do you start?
Planning for your successful real estate showings:
Limit the number of houses you choose to see in one day. It is best to keep the list of houses down to 5 or fewer options as clients can easily be overwhelmed by too many choices.
More than five real estate showings can cause opinions about different houses to get mixed up, leaving clouded impressions.
Know the routes to different listings. Avoid the U-turns and dead ends, and drive the route to the listing before your scheduled appointment.
Unfortunately, taking a wrong turn on the way to the real estate showing can make your client lose confidence in you. If you know a scenic route to the listing, it’s a good idea to take it to help you build the best impression of the area where your client might be moving.
Come informed on the area, neighbourhood, and property. Your client will most likely have several questions. Ensuring you are well equipped to answer those questions will show your clients that you have done your homework.
Questions to be prepared for about the area:
- Traffic Considerations
- Developing Construction
- Highway access
- Shopping centers, hospitals, etc.
Questions to be prepared for about the neighbourhood:
- Approximate age of homes
- Availability of recreational facilities, pools, tennis courts, etc.
- Any information regarding HOA
- Neighbourhood Schools
Questions to Prepare for about the property:
- Age of home
- Recent renovations
- Approximate monthly payments (Insurance, utilities, etc.)
- Special Features
Paying close attention to clients’ likes and dislikes can help you qualify and disqualify any future showings.
When you show, make sure to act as a consultant to your clients, the house will sell itself! Provide your clients with advice and opinions on the home, after all, it can be a very emotional experience.
Make sure you know the lockbox information and that the batteries have not run out. Check the batteries regularly and even carry extra ones on you. It’ll be embarrassing if you cannot get into the home.
With security being an issue, lockbox keys for homes usually get updated regularly. Make sure that the one you have works.
Additionally, the best practice while showing the home is to keep the key on your person. You do not want to misplace the key or mistakenly leave the key in the house while locking up.
Showing the Home:
At each real estate showing, providing your clients with information packets filled with extra information such as floor plans, restrictions documents, and even neighbourhood information with a map can set you up for answering any questions they may have.
When you are entering the home, be sure to announce your presence. While you may have arranged for everyone to be out of the house for your showing, it does not always work out that way.
Shout out that the Realtor (from your company) has arrived to show the home.
As you begin walking through the home, gauge whether your clients wish to be lead through the house or left alone to explore. Bombarding your client with information and pointing out features that they can see can leave the client irritated and take away from their enjoyment of the home.
There is no need to rush the client through the home, but if you notice your client lingering in one room for too long, give them a friendly push to keep things moving. After all, there is a showing schedule for the day that needs to be followed.
An easy way to shift attention from one room to another might be to point out another room’s specific feature to get them moving through the home once more.
When exiting the home, leave it as you found it. Be sure to open any open doors, close doors that were closed, and do the same with the lights.
While you may have followed your clients through the home, It’s best practice to run through the house once your clients are out to make sure you do not forget anything, and all exterior doors are locked to ensure the security of the home.
Conversations between real estate showings:
After each of the real estate showings, you should review the likes and dislikes of each home. While you may already know from their reactions and dialogues throughout the showing, it’s good to get them to verbalize it.
Below we have provided a sample script that you can use after each home to gauge where your clients stand in the buying process and keep them on track.
As you are leaving the first home:
“[client] before we leave, what did and didn’t you like about this home?”
“I know this is the first home we have visited, but do you see yourselves living here?”
“Great! Then we can [keep it/remove it from] the shortlist. Let’s go on to the next one.”
As you are leaving the second home:
“[client] once again, tell me what you did and didn’t like about this home?”
“So, which home would you chose if you had to pick one right now?”
“Perfect, then let’s [remove/keep] the first home on the shortlist and [forget/replace it with] the second home.”
Repeat this process with each house you visit. Keep track of their top choice, and by the end of the day, it should be clear that there is one house that is better than the others.
Remind them, they are seeing the best homes and that there are most likely other buyers writing an offer on the home they like. For this reason, it is also not wrong to have a second choice. Successful Real Estate Showings should end with one clear option that your client would like to pursue.
You may need to show a favourite again to confirm their feelings; however, they’ll likely be ready to write an offer. Once the offer is in, be sure to guide them through the closing process.