If you haven’t noticed, getting a buyer under contract today takes more effort than it did a couple of years ago. Urgency in the market has shifted, and buyers are taking more time to make decisions. However, by showing homes strategically, you can help your clients make informed choices more quickly and reduce the number of showings needed.
The Key to a Successful Home Showing
Many agents simply unlock the door and let buyers explore, assuming that if they like the home, they’ll buy it. But a more proactive approach can accelerate their decision-making process. Here’s how:
1. Do Your Research Beforehand
Review seller disclosures.
Research the neighborhood and market conditions.
Contact the listing agent for insight into offers and price flexibility.
Understand how long the home has been on the market.
By arriving prepared, you build credibility and trust with your clients, increasing the likelihood that they’ll rely on your expertise.
2. Arrive Early and Assess the Property
Observe the surrounding homes and neighborhood conditions.
Identify any red flags that might disqualify the home for your clients.
Be prepared to point out both the positives and negatives of the property.
This ensures that you guide clients efficiently without wasting time on homes that don’t meet their needs.
3. Show Homes in the Right Order
Show the second-best home first to set a high standard.
Save the best home for last to reinforce decision-making.
Arrange the remaining homes in a way that helps eliminate weaker options quickly.
This strategy prevents buyers from fixating on the wrong property and helps them compare homes more effectively.
4. Keep Clients Engaged
Walk through each room with them and ask for their opinions.
Encourage couples to discuss what they like and dislike.
Guide them to verbalize preferences so you can better tailor future showings.
By engaging them throughout the process, you gain a clearer understanding of what they truly want.
5. Encourage Clients to Rank Homes
Have them rate each home on a scale of 1-10.
Compare each new home to the highest-rated one.
Eliminate lower-ranked homes quickly to streamline decision-making.
This method helps clients feel more confident in their choices and reduces the likelihood of second-guessing.
6. Discuss Possible Adjustments
Ask what changes would make a lower-ranked home work.
Determine if those adjustments are feasible.
Consider negotiating with the seller on requested changes.
By identifying dealbreakers early, you can address concerns before they become obstacles.
7. Follow Up and Keep the Momentum Going
Schedule the next showings before wrapping up the current tour.
Keep the buying process moving to prevent hesitation and second-guessing.
Keep buyers engaged by ensuring continuous property viewings.
Strategic home showings save time, improve client satisfaction, and increase the likelihood of closing a deal. If you’re interested in more training on how to master this process, we offer weekly team meetings where we cover topics like this and more. If you’re looking for career growth and higher success rates, reach out to us—we can help you take your real estate career to the next level!
