Lights - Action - QUIET!

Some people have said that buyers know if they like a house within the first few seconds of entering.  Having sold real estate for 15 years, I believe that this is an accurate assessment of buyers' first impressions of homes.  If this is true, then why are listing agents taking us through a complete room-by-room synopsis of the entire house?  

I know some sellers insist on it, believing that you need to be there to adequately "explain" the house.  And I understand that some houses need some explaining for various reasons.

I am currently showing out-of-town buyers many homes in several towns.  Many of these homes are accessible with a lock box and we are free to explore, discuss, criticize, and leave abruptly if the house is not suited for us.  This is difficult when the listing agent is present throughout the showing. 

 
We viewed a house today that was stunningly wrong for this client - they viewed the online pictures and wanted to see it.  But within several steps of entering, we were ready to turn around and leave. However, the listing agent, a lovely and well spoken person, was there and took us through a thorough, extended and excruciating tour of each and every inch of the home.  

She explained every thought process the seller had and why they did what they did and how it could benefit us.  She discussed in minutia the floors, walls, countertops, ceiling, doors, staircases, what could be done, what couldn't be done until my buyer turned to me with an exasperated look and made a "neck-slashing" pantomime.

We were trapped but we wanted to be polite and respectful.  It was an unfortunate waste of time for her and for us. 

Accompanying listings may be part of your regular routine.  Maybe the seller wants it done or maybe you feel it's nice to open the door and be greeted by a human being.  But let's try to be a bit more cognizant and observant of the buyer's physical cues.  Observing their attitude and reactions to what you are saying might give you a clue that this buyer has zero interest in your listing.  No amount of polished discourse is ever going to change that.

Many agents know what I am talking about - explain what needs to be explained, then make yourself scarce. Interested buyers will seek you out when they are ready.