Are you guilty of taking your buyers out based on what they want to see?
Buyers gather a list of homes, and our job is to pre-approve them and take them out to preview properties. This usually results in them seeing a dozen of homes and none rarely fit the bill.
Just because they want to see a particular home, doesn't mean it will work for them. Is it in their budget? Beware of the Zillow dreamers, a total time suck if we don't shut them down in the initial stages of why they want to look at a certain property. As agents we often comply, knowing it's going to be a wasted drive just to appease them.
What our buyers see online and want to preview are often professionally staged and rarely show the true layout or convey the community or surrounding areas? Case-in-point; I once had a client who told me they had to have a ranch home, only to bombarded me with "What about this one?" (The endless, after hour text links to zillow 2 story homes).
When I first meet with clients, I chalk up the initial random drive zone as a block of time where I'm really getting to know my clients, their lifestyles, hobbies, social activities and tastes. As I drive with them I'll point out various businesses or landmarks, and their responses can be really great clues to what will ultimately be their dream home.
Find out if your buyers like to spend time outdoors. Do they like kayaking, motorcycling, bicycle riding? These are all great opportunities to show them alternative homes with easy access to boat ramps, waterways, bike paths, scenic roadways... and don't forget to show them the house that has a 2.5+ car garage or additional storage for their toys! The fact that you were listening to them will go a lot further than opening a door to a house that probably won't fit their lifestyle.