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MA'AM, YOU REALLY KNOW YOUR REAL ESTATE. . . . . WHY PREVIEWING HOMES FOR SALE IS NEVER A WASTE OF TIME.

By Lenn Harley

Real Estate Agent with Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate 303829;0225082372

January 12, 2011 11:30 AM

MA'AM, YOU REALLY KNOW YOUR REAL ESTATE. . . . WHY PREVIEWING HOMES FOR SALE IS NEVER A WASTE OF TIME.

LENN TOOK IN A NEW BUYER. I have been engaged to help a lovely couple find a home in Loudoun County. Problem is, the have a home to sell in Georgia. Their home in Georgia is going on the market this month. Hopefully. . . . .

Lenn Mr. Buyer started his new job last Monday. That means he's here and his wife is in Georgia. So, he needed a place to stay while waiting for their home to sell and they can buy. Fortunately, Loudoun County is their location of choice. So, I brought Mr. Buyer home to my house to stay until they are ready. He's a lovely gentleman who leaves at 5:00 a.m. to drive to Leesburg to catch the bus to Capitol Hill and returns about 7:00 in the evening. Folks are always welcome in my home.

LET'S LOOK AT SOME HOMES FOR SALE. So, knowing that he's going to be buying soon, Last Sunday, we decided to take a tour of homes that meet their criteria. They have 2 horses. So that means at least 3 acres in Loudoun County. We reviewed the listings in the morning, 3 BR, 2 BF, about 1700-2000 square feet (just the two of them), and suitable for 2 horses, that means a significant percentage of the property must be cleared.

We selected about 9 properties to tour, I made appointments where necessary since many were "vacant/go" listings on key box. Love those "vacant/go" listings.

IT WAS A GOOD TOUR. Of course, he's not ready to buy but after touring homes in his price range suitable for a horse or two in their price range of $300,000 to $400,000, he now knows that he and his bride will be able to find a wonderful home when their home sells. We plan to tour every few weeks until their home is sold. We'll be right on top of the market.

SOUND LIKE A WASTE OF TIME?? NOT AT ALL.

Today, about an hour ago, I received a telephone call from a caller who is interested in properties in Loudoun County priced at $400,000 or less suitable for horses.

It was almost comical. I was familiar with each and every home that met the caller's criteria in great detail. Why not?? I had just toured them last Sunday. I was able to describe each property for sale in detail, e-mail him the listings and I sat him up to tour next week with one of the agents in my network.

The caller's final comment was. . . . . "Ma'am, you really know your real estate".

Courtesy, Lenn Harley, Broker, Homefinders.com, 800-711-7988.

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Lora "Leah" Stern 914-772-4528

Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY

Real Estate Salesperson

Lenn, I'm completely bowled over and in awe of the fact that you oen your home to clients as temporary living quarters while their home is ready to move in. I'm sure it garners you clients for life and strong new friendships in the process. As to previewing inventory - that's something all of us should do in an ongoing basis, but all too many find a waste of time. It's happened more than once that I was able to match a client with the perfect house because I had previwed it in the recent past, before the client was even on the radar screen.

Jan 13, 2011 01:30 PM

Barbara Altieri

Better Homes and Gardens RE Shore and Country Properties - Shelton, CT

REALTOR-Fairfield County CT Homes/Condos For Sale

Lenn -- I recently showed some condos in an area I don't go to frequently. The buyers wanted to 'just go take a look' there so we took the time and looked at three different complexes. About a week later, I got a lead for buyers looking to buy in those very complexes we had just toured. It was uncanny. The buyer had a bunch of questions, and I had no problem answering. Whenever that type of thing happens, I always consider it an investment. The education and familiarity you get touring will pay off at some time in the future. BTW, I am so totally impressed with your 'southern hospitality!

Jan 13, 2011 01:36 PM

Kate Elim

Dockside Realty - Spotsylvania, VA

Realtor 540-226-1964, Selling Homes & Land a

Hi Lenn...When this happens it makes me feel so well prepared. It's a good feeling and why it pays to preview homes (even without clients) in popular price ranges. For me it is not so difficult because we don't have huge numbers of properties in any given price range.

Kate

Jan 13, 2011 02:26 PM

John Novak

Keller Williams Realty The Marketplace - Las Vegas, NV

Henderson, Las Vegas and Summerlin Real Estate

In a large market area like the Las Vegas valley, previewing always has benefits. Knowing the streets, parks and neighborhood a little goes a long way to building trust and confidence with our clients.

Jan 13, 2011 02:45 PM

Lou Ludwig

Ludwig & Associates - Boca Raton, FL

Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Lenn

Being a professional pays off, sounds like a success story to me.

Good luck and success.

Lou Ludwig

Jan 13, 2011 03:13 PM

Evelyn Johnston

Friends & Neighbors Real Estate - Elkhart, IN

The People You Know, Like and Trust!

Awesome Lenn! I want to be just like you when I grow up!

Jan 13, 2011 03:38 PM

Angelina Clarke

Builder Services Realty, LLC - Tampa Palms, FL

That is WONDERFUL Lenn!!! You just keep proving that YOU ARE THE BEST!!! I worked for WCI before they went bankrupt, and sold homes in Long Acres, Foster's Run, Greene Mill Preserve, Kensington Parc, Oak Creek Club, Occuquan Reach and Poplar Parc. What a BEAUTIFUL part of the country!!!

Jan 13, 2011 04:06 PM

Leslie Ebersole

Swanepoel T3 Group - Saint Charles, IL

I help brokers build businesses they love.

But Lenn, it's cold out and it's not productive work. And broker opens don't sell houses. And it's cold out.

There is no substitute for the work of seeing the inventory, is there? Thanks for the reminder.

Jan 13, 2011 04:08 PM

Jose Dias

Home Sellers Help in Scottsdale-Phoenix-Peoria-Glendale - Scottsdale, AZ

Sell Your Home in Scottsdale-Phoenix-Peoria-Glendale-Goodyear

Lenn... congratulations... What a great story! It never happened to me, but now that I heard it from you I will continue to believe that one day a buyer is going to call me and ask to see the same properties I just showed another client... :O)

Jan 13, 2011 04:29 PM

Tni LeBlanc, Realtor®, J.D.

Mint Properties, Lic. #01871795 - Santa Maria, CA

Tenacious Tni (805) 878-9879

I love when it all comes together that way to reveal the expertise that we alreday have. I do like that my market has slowed enough to allow me to preview again. For awhile you had to go out the same day something popped up and there was no telling what it was.

Jan 13, 2011 04:58 PM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Eric. You bet. Even when working with buyers, previewing before showing is smart.

Brandon. Previewing before showing saves time. You can also save your buyer time by eliminating homes with warts on their noses.

Petra. Over the years, 8-10 times. Usually the night before closing when they are coming to town to close. Now that I have more room, I'm more available to them.

Lora. Me too. On many occassions I've had a buyer call about a house they see in my "Search Listings" site and I can say, "Oh, yes, I know that property. It's . . . . "

Babara. It is "uncanny" isn't it. Of course, to the consumer, it's expected that we know the interior of every house on the market.

Kate. Good for you. I'm in a huge market but I have a handle on it. Anyone can call about any area and I've been there.

John. Indeed. When I take a buyer on a tour, I love to play "tour guide" and show them the "Points of Interest". Sometimes they have seen some on my little maps and ask about them.

Lou. It does, indeed, pay off.

Jan 13, 2011 09:26 PM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Evelyn. HA! I bet you do just about what I do.

Angelina. WCI. Ah, I remember it well. I never forget luxury builders.

Leslie. Cold out?? Shucks, we're in the 30 degreee average during the week. That's chilly, not cold. If it were 10 degrees, I'd just put on another sweater. Cold doesn't bother me. I shoot trap at these temperatures. Windy??? That's another thing. Hate windy days. That said, I've been out "in the wind" every day this week.

Jose. If you preview often enough, it WILL happen to you.

Tni. My market is so hugh, the time driving to see new listings isn't practical. However, touring communities, or price ranges is very productive.

Jan 13, 2011 09:34 PM

The Scott Loper Team Bux-Mont Premier Properties

Keller Williams Real Estate - Montgomeryville - Lansdale, PA

Hi Lenn,

Wow, you are really a full service Realtor! Knowing the housing inventory out there really does make an impression on buyers and sellers.

Lisa

Jan 14, 2011 12:39 AM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Scott Loper Team. Full service BUYER BROKER. Right you are. Knowing the inventory puts me a step ahead.. . . of agents who do not.

Jan 14, 2011 01:10 AM

David Krushinsky

Reasy Financial LLC - Peoria, AZ

AZ MB-1044208 MLO NMLS #202115

You amaze me..... how do you have time to do so many things?

Jan 14, 2011 03:09 AM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

David. Focus, focus, start early in the day, have a plan and work your plan, eat for nutrition, exercize every day, get lots of CE and thank your ancesters for your genes.

Jan 14, 2011 04:14 AM

Jeanne Dufort

Coldwell Banker Lake Country - Madison, GA

Madison and Lake Oconee GA

Lenn - you are definitely going above and beyond the call of duty by providing home hospitality! As far as leveraging your search for this buyer - that's the beauty of being a full-time active agent. Mt area covers more than 900sq miles, and I know virtually every home with acreage well. Its never a waste of time for me to see a new property in my niche - because its more likley than not that I'll have an opportunity to soon to tell a potential buyer all about it.

Jan 14, 2011 04:59 AM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Jeanne. Good for you. I've been researching these communities for decades. There are few I haven't been in. In fact, I have a working knowledge of about 12 counties in MD and Northern VA.

Jan 14, 2011 09:45 AM

Farooq Khan

5 Star Realty Partners - Newark, CA

Real Estate Broker/Owner - CDPE

Lenn, Its really a good idea to preview real estate before showing. This give the market prespective plus you know what exactly you are presenting to your clients.

Jan 14, 2011 08:38 PM

Lenn Harley

Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA

Real Estate Broker - Virginia & Maryland

Farooq. Thanks. Agents who incorporate previewing in their weekly schedule will have a far better handle of the inventory and market than agents who do not.

Jan 14, 2011 09:10 PM

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