Special offer

Number one, or Number two?

By
Real Estate Agent with Jameson Sotheby's International Realty

Depending on your geographic location, and/or philosophy, there is an ongoing tug-of-war (I don't really want to call it a "battle") over which method is better.

Many agents (full-disclosure: I include myself amongst their ranks) believe that the best way to show a property is to install a LOCKBOX , and allow buyer's agents to make appointments and come and go as they can.  Yes, when possible, the lockbox should be of the electronic variety... Buyer's agent call the listing office, set up an appointment which we confirm with the seller, and then off we send them.

Sometimes, if it's a second showing, or a particularly difficult or complicated listing to show, we'll accompany the showing, but if we're not available, we don't want to miss a showing, so we go and show.  We do, of course, make sure that the home is "idiot-proof", and by that I mean we've got full-colour brochures, and signage all over the house, showing the 'hidden features' (ie: a bulleted flyer listing newest features... new furnace, 2008, new tear-off roof w/30year shingle 2009, don't miss half bath, house has Cat-5 wiring for high speed connections throughout the house... ) making sure that a buyer's agent can properly showcase the home, even if they've never been there before.

On the other side of the room (the one's who were glaring and "booing" while I was explaining the prior two paragraphs) are the agents who believe that putting a lock box on a property is tantamount to being a "For Sale By Owner".  After all, if you're not going to accompany the showing, and point out all of the homes special features and functions, you might as well just put a sign in the front yard, and leave the door unlocked.  Who needs a Realtor, if all you're going to do is send buyer's agents (uninformed, and disinterested) to the house, and allow them to wander through the home.  And if I can't manage to accompany at 11:00, they can meet me at 1:00 when I will be available... if they're truly interested, they'll make it work.

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There are valid arguments on both sides!
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There are valid arguments on both sides, (no, really, there are) and I'm not really looking to argue those in this post.  If you fall into the second category, I have nothing but respect and admiration for your ability to juggle all your showings on your listings, and chase them around the city, all day long.  You work hard, and I respect that.

The area we fall into discord is when I, as a buyer's agent, try to make an appointment with a category two Realtor, and just can't get my buyer inside.  My client has a property they'd like to see, and it's "accompanied only".  The agent doesn't return phone calls regularly, and when he does, the times that are available for my buyer never line-up with those that the listing agent can manage to coordinate.

I don't fault him for not being able to matchup with our schedule.  But you'd think after three attempts to view the property, over a period of two weeks, that someone (either the seller or the agent) would allow us to use a lockbox to view the property.  I cannot sell the property, if I can't show it.

Posted by

 ALAN MAY, Realtor®   
Specializing in Evanston Real Estate and North Shore Real Estate

Jameson Sotheby's International Realty, 2934 Central Street, Evanston, IL 60201
Office: 847.869.7300      Cell: 847.924.3313      Email: Almay@aol.com

Evanston Real Estate & North Shore Real Estate
Licensed in Illinois

   

Comments(89)

Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

After two weeks I would call the Broker in charge, or the sellers.

This is utterly ridiculous. We know it happens as I bet this is the  biggest grip on AR.

 

Nov 12, 2010 10:27 PM
Bill Gassett
RE/MAX Executive Realty - Hopkinton, MA
Metrowest Massachusetts Real Estate

Alan people don't sell homes. Homes sell themselves. Have you ever talked someone into buying a home? People that think accompanied showings play a part in a buyer purchasing a home are kidding themselves. What buyer or their agent wants a listing broker there anways....I sure don't.

I have written an article worth taking a look at titled accompanied showings do not sell homes!

Nov 13, 2010 01:16 AM
K.C. McLaughlin
RE/MAX United - Cary, NC
Realtor, e-PRO, Homes for Sale - Cary, Raleigh NC

I love your blogs - you definitely have a way of getting the inforamtion out there for discussion! I am with option #1 and beleive in the lickbox idea along with Centralized Showing Services to get the greatest number of interested buyers into the house. If it is a million dollar listing or if is a second showing, I am present. Thanks for the post!

Nov 13, 2010 01:57 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Trisha - glad you like. welcome for post.

Eileen - I guess you can't miss what you don't have... eh?

Corrinne - some electronic lock boxes allow you to require a "code" as well as your electronic key.  If you're worried about people going and showing without an appointment, that would solve that problem.

Buki - If the listing agent explains the "why" to their seller, the seller will totally understand.

Jane - yes, they have to call and make an appt., and the sellers need to be gone... but they don't have to coordinate their schedules with mine (the listing agent)... so the appointment is more of a formality, so that we can confirm the agent, their license is valid, and the seller can know, in advance, who is coming and when.

Wllliam - well, I'd agree, except for the "hung" part.

Allan - and I agree.

Maureen - that's exactly the problem.

Tammie - it sure is.

Anna - we have some agents, in our area, who accompany all their own showings, and sell their services to sellers, as "we show all our own homes... why would you hire an agent who wouldn't?"  To each his own.

Jark - agreed.  If you WANT to accompany, you can...but if you can't meet them, it prevents you from losing the showing.

Mike - why don't you have a vote?  Care to expand your comment?

Carla - same here.

Chuck - I'd say we have about 10% of our agents who accompany all showings.

SCA - we no longer use Supra... our board switched over to Sentrilock.

Alex - that's exactly how it works here.

Ann - and glad that you did.

Dave - ooooh... a category that instills fear in the hearts of Realtors all over the country.  We call that "a listing that won't sell".

Laurie - and the guys around here who DO accompany all showings say that it's a breech of our fiduciatry duty to NOT accompany showings.

Fernando - there are, of course, exceptions to each side.  I will happily accompany when necessary... but I want to have that lockbox option, when needed.

Missy - I will be talking to the managing broker on Monday.

Bill - you're preachin' to the choir, man.  You're preaching to the choir.

Nov 13, 2010 02:01 AM
Carol Zingone
Berkshire Hathaway Home Services Florida Network Realty - Jacksonville Beach, FL
Global Realtor in Jax Beach, FL - ABR, CRS, CIPS

In today's world, with today's technology (i.e. infrared lockboxes), agent accompanying should only occur (in my opinion) if the property is of a certain value, and I would not expect to see it rampant in any listing under $750K in my market....it just makes it too difficult!

Nov 13, 2010 02:41 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Carol - for me, it has less to do with the price of the property, than with it's complexity.  A property with lots of rooms, and lots of lights to turn on and off... lots of hidden little features, extra half baths...  those should be accompanied.

Nov 13, 2010 03:24 AM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Alan, our area is so totally in the #1 category there is not even a debate. I guess different areas of the country act differently.

Nov 13, 2010 05:45 AM
Bill Gillhespy
16 Sunview Blvd - Fort Myers Beach, FL
Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos

Hi Alan,  The key issue here gets back tgo agent professionalism and respect.  Lacking either makes the system difficult at best.

Nov 13, 2010 05:56 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Gary - apparently so.  Even different areas within a region... as I mentioned, the city of Chicago is almost all accompanied showings.

Bill - I can't argue with that, and wouldn't want to.  Well said.

Nov 13, 2010 06:19 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Erica - oh, fetching a key can often be worse than scheduling to meet an agent.

Nov 13, 2010 06:35 AM
Leslie Ebersole
Swanepoel T3 Group - Saint Charles, IL
I help brokers build businesses they love.

I love sentrilock. You can immediately find out who drained the vodka bottle or stole the staging stuff.

 

You're 100% right. Most properties don't need the listing agent to be on hand to helpfully point out the door to the basement. Great brochures and on-site showing info (upgrades, subdivision newsletter) are better than having the listing agents present....good for buyer to walk away with printed info.

 

 

 

Nov 13, 2010 12:21 PM
Kathy Clulow
Uxbridge, ON
Trusted For Experience - Respected For Results

Alan - If one is going to present listings that require the listing agent to be present they should make themselves available .....  what a disservice to their sellers if they don't

Nov 13, 2010 12:35 PM
Claude Labbe
RLAH / @properties - Washington, DC
Realty for Your Busy Life

#1, but as you say "with intelligence".  The lockbox does allow the listing agent to know exactly who has been in the property.

And now, the next blog postl "As a Listing Agent, do you follow up for Feedback with Buyer Agents Who Have Viewed The Property"

Sometimes, even with brochures and lots of info, the buyer agent still has questions that can be resolved to move to an offer.

-Claude

Nov 13, 2010 04:24 PM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Leslie - I'm not as large a fan of Sentrilock... I preferred when we had Supra (which also allowed us to track all the offenders).

Kathy - I can actually understand how they can't be in 10 places at 1 time... but it would seem if they can't be available... they should allow lockbox access, or have a colleague or assistant to show it.  You're right... what a disservice to the client, if the property can't be shown.

Claude - whether feedback calls are valuable, has been a bone of contention with Realtors for years.

Nov 14, 2010 01:40 AM
Mike Weber
Keller Williams Realty Northern Colorado - Fort Collins, CO
40+ years in Northern Colorado

Most of our market uses #1, unless it is a very high-end or unique property.  My feeling is that buyers can not discuss the home as comfortably with their agent if the listing agent is there, too.

Listings in our market almost always require a call to the listing agent or office before showing, but the property is accessed by Sentrilock or mechanical lock box (our MLS spans several local boards, some of which use Sentrilock and some that do not).  I usually suggest that my sellers showing instructions are: "leave message and show with minimum 1 hour notice."

Nov 14, 2010 04:06 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Mike - I think buyers are less comfortable when the listing agent is there, too.  And more so when the owners are home.

Nov 14, 2010 04:11 AM
Brent Wells
The LivingWell Team - Prosper, TX
Dallas - Fort Worth

Alan,

I loved this post! I truely believe this is a regional issue. Here in DFW having the listing agent at the showing is not the norm. As a matter of fact, when I show homes I do not want the listing agent there. I want my clients to walk around in a quiet and peaceful manner and tour the property and ask questions of me when needed.

The few times the listing agent was present did not go well, I believe they went to the 'sign em now or losem forever' school of sales. My clients hated the experience.

Well there ya go, my 2 cents worth from DFW...

-Brent

Nov 14, 2010 05:51 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Brent - that sounded more like four cents, and thanks for the input.

Nov 14, 2010 09:09 AM
Patricia Kennedy
RLAH@properties - Washington, DC
Home in the Capital

Alan, I too fall into the first category whenever possible.  But even when I have one where I must accompany, I always open up, then after initial pleasantries, I get out of the buyer broker's way.  I hate the listing agents who have to be sure you see every little thing!

Nov 15, 2010 01:48 AM
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Home is where the hearth is.

Patricia - when I run into a wordy-listing agent who must accompany, I will often run "interference" and chat with the agent, so that he will leave my buyers alone, so they can actually "experience" the house.

Nov 15, 2010 03:25 AM