Is Previewing Overrated?
Back in the day when I was first licensed, there was not such thing as a virtual tour. OK, back then there was no such thing as a personal computer. And to learn the territory, there was only one thing an agent could do - preview!
When we first got an MLS with a computer (sort of a computer) that printed out the basic listing information on heat-sensitive paper that faded in about a week's time, that was a huge improvement. At least we knew as soon as a new listing was added, and if it was something we had buyers for, we'd run over for a quick look before calling them.
And it wasn't easy. There were almost no lockboxes, and you'd have to run by the listing broker's office to grab a key. Often the key was checked out by another agent and who knew when it would get returned. Or the listing agent might have to accompany all showings, making a preview even trickier.
But bottom line, we had to see the place - feet through the door! And if we took photos to share with buyers, we'd have to have the film developed and physically meet our prospect to see if the property might work for them.
Fast forward 30-some years, and it's become a bunch easier.
Our daily routines usually start with a check of our MLS updates, with usually come with Google maps, 20 or more photos of the house, and maybe even a floor plan.
So, is looking at a computer screen the same thing as an actual preview?
The simple answer? No!
I find these tools to be very helpful in eliminating properties that back up to a major traffic artery or industrial park. But beyond that, it's hard to get a realistic feel for what a house or condo is really like.
If the photos are not professional, the property could be vastly better than the one looking back at me from my computer screen. By the same token, a wide angle lens and Photoshop can make a place look a whole lot nicer than it really is.
Do I preview every single property I show? Absolutely not. But in the price ranges that I tend to work in, I like to be knowledgeable and able to convey information during the drive with my clients to see it. What are the pluses of each property? How about the minuses? Is the way it smells likely to bowl them over as we open the front door. And I can warn them ahead of time if there are things that might be deal breakers and other features that more than compensate for the negatives. If I'm prepared, my client is prepared.
A client walking through a house with accurate expectations is likely to react very differently that the get-me-out-of-here-this-second demand that comes with a big negative surprise. And in a market that is as tight as today's, it's not a bad idea to expand the list of homes they might say yes to.
And while previewing can take my time, it increases my value to my clients because I'm not wasting their time. They like me better. They refer me to their friends, which means that I don't have to fork out money every month to Zillow or Trulia or Market Leader.
Bottom line, previewing is old fashioned. It takes time. It increases my knowledge of my market area, not only when I show a particular house to one of my clients, but even at my next listing presentation when some of the homes I previewed have turned into comps.
But the best part? I don't have to fake it. I know my market area. I have it down cold. It's just the way I like to work.
Comments(106)