Accompanied Showings in Real Estate Do Not Sell Homes
In the Chicago Northwest Suburban area it is not customary for listing agents to accompany showings, namely letting the buyer and their agent into the property. I have always found this an 'odd custom' and every once in awhile I find a seller that expects it or thinks that is the best way to highlight their home.
Well, you couldn't be further from the truth! Buyers want no interference when they enter your home from you (seller) or your agent. They want to see the home without the presentation of 'look here' and 'look there'. They want to see your home alone and how they are going to use it! What's important to you will not be important to them! I've seen this over the many years showing properties. Seller feels 'the need' to point out things that the buyer just told me in the driveway that he could care less about.
It's intrusive to the buyer. I'm sure that the buyer can find all the great features of your home. Another suggestion is to have a 'Feature Sheet' where the buyer can take with when leaving.
Enjoy this post giving great adviced from Bill Gassett, an agent in Massachusetts.
ORIGINAL SOURCE: Holliston MA Real Estate
In the Metrowest Massachusetts area where I am located it is pretty rare to see an accompanied showing. In towards Boston it becomes much more common place. Some areas around the country have them and others don’t.
Why? Who knows but more than likely it has to do with tradition. I am glad the policy has never caught on in my neck of the woods.
Frankly an accompanied showing is a waste of a listing agents time and does nothing to facilitate a sale.
There is a long standing misconception amongst some folks that Realtors “sell homes”. Folks I have rarely ever “sold” a home in this sense of the word to anyone. Homes are an emotional purchase. They are not something a Realtor talks somebody into buying. Realtors can be guides and give advice but homes sell themselves. Sometimes when a buyer walks into a home you can just feel that it is perfect for them and they will end up purchasing the place. This happens because of human emotion and attachment. It has very little to do with a sales pitch.
In twenty four years I have never talked someone into buying a home! This is where some sellers have misguided thoughts about the purpose of an accompanied showing. For some reason people think if a buyer does not notice some feature about the home and it’s not pointed out, it would cause the sale not to happen. Sorry this is not the case. Pointing out the nitty gritty is not a difference maker to most buyers.
The fancy security system, beveled edges on the the granite counters, and cherry inlay on the dining room floor will not be the reason for someone buying a home. Even in million dollar homes that have every conceivable feature and amenity it is not a listing agent waving a red flag in front of a buyers face that is going to seal the deal. Emotion sells, people do not at least not in Real Estate.
While the need for accompanied showings is rare they can actually be a detriment to the seller for a number of reasons. We use lock boxes here in Massachusetts for a reason! A lock box allows a Realtor to easily gain access to a property without hindrance.
When a seller requires an accompanied showing they are now adding the possibility of scheduling conflicts.
I for one am a very busy Realtor. If I have to try and coordinate my schedule with another Realtors, the possibility exists there will be a missed showing for the seller. A missed showing is a missed opportunity!
There have been times over the years where I have not been able to work my schedule around another agents and the buyer ended up purchasing something else before ever rescheduling to see the missed home.
If more Realtors educated their clients on why accompanied showings are a big mistake, instead of worrying that they won’t get the listing without complying with the sellers demands, sellers would much better off.
I for one would love it if sellers actually placed a recorder in their home to hear what some listing agents say as buyers are walking from room to room. I am not kidding! Things like “here is the kitchen”. Really? If there was not a dishwasher, stove and cabinets I never would have known. Thanks for being here to guide me. This may sound funny but I am being completely serious. There is no value in this.
I know for a fact based on my experience that most buyers and their Realtors do not want a listing agent at a showing.
It creates an uncomfortable atmosphere where the buyer can not speak freely about the property with their agent. The situation can actually become unbearable if the listing agent is giving a hard sell. Buyers absolutely hate this. It is actually only slightly better than the seller being there and following you around like a puppy dog.
As a great compromise to some sellers who really want an accompanied showing, I suggest it is done if there is a 2nd showing and only if the buyer does not mind. A second showing of course is an indicator that there could be more than just casual interest. The interest level can usually be confirmed by speaking with the buyers agent. Some buyers at this point may not have a problem with the listing agent being there especially if they have some unanswered questions.
Remember Real Estate is a numbers game. Don’t let an accompanied showing get in the way of selling your home.
Related Real Estate Articles:
How NOT to sell a Massachusetts home
Real Estate pricing ending in 900 may or may not be a good idea
Real Estate commissions agent bonus and unethical Realtors
Handling offers when selling a home
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About the Author: The above Real Estate information on accompanied showings in Real Estate do not sell homes was provided by Bill
Gassett, a Nationally recognized leader in his field. Bill can be reached via email at billgassett@remaxexec.com or by phone at 508-435-5356.
Have a home to sell in Metrowest Mass? I have a passion for Real Estate and love to share my marketing expertise!
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