Here on Cape Cod we do mostly accompanied showings. Lock boxes are not very common, so we often view a property with the listing agent/broker. The experience of the listing agnet/broker makes a difference how the property is shown.
There are some who show berdooms, baths, deck, and kitchen. But those who are actuall selling real estate (what I call ASRs) are asking what the buyer is looking for before the showing, highlighting those things, and also listening while at the showing to identify other desires that could be highlighted.
Rather than focusing on the property being sold, there should be a focus on the buyers desires. What does the property improve in their life, what does it reduce in their life or satisfy. What has their need, want, pain, fear or problem caused the buyer look for in particular? How can this property satisfy their search? Has their search already cost the buyer, because of delays in decision making? Most importantly, what will it cost them should they decide to "think about" this property?
By focusing on what is really important - the buyer's needs and NOT the property, we can help them move toward a decision.
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