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The Order In Which You Visit Houses May Make or Break a sale

The properties you choose to view (in "an" order) makes a large impact to the like-ability of a home. Most buyers when working with realtors work off of their "budget" and other affordability issues. Some examples may be "less than $500,000, between $250,000 to $300,000 or no more than $80,000". Some buyers may choose to work on a large range, say between $400,000 to $600,000.

Even within the same price point (for example: $250,000), there are yet many different variations of homes in the same market say Frisco TX real estate as an example. Some could be "plain Jane" properties but because of location, that may seem like a steal at $250,000. Some newly available properties on the market may be overpriced at $250,000 while others compete the $250,000 with qualitiy and featured upgrades like granite countertops, stainless appliances and hardwood floors. Owner-occupied homes versus vacant homes versus professionally staged properties do make a huge difference in selling the properties too.

Thus, as realtors, the houses you pick for your buyers or as Buyers, the houses you pick to see will make the experience a positive excitement or somewhat negative after-taste in the home buying/ viewing process. Somehow the order in which you select the houses to visit does affected the likability of a house.

Posted by Loreena Yeo - Broker|Realtor(R) of www.Frisco-TX-Homes.com (214) 783-2210 on 06/10/2008 04:13 PM

Comments (118)

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Originally posted at: faithfully frisco tx homes for sale: The Order In Which You Visit Houses May Make or Break a sale

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118 Comments on The Order In Which You Visit Houses May Make or Break a sale

JUN

2008

Loreena, the other thing that is very helpful for buyers is if the Realtor has the time is to preview a handful of them before going out. That way you can eliminate the obvious ones that just have too many problems.

I never thought about that. Thanks for your post! (cute pics, too).

When showing in a big price range I try to mix them up small - large, etc. but if i know a house and I really think it is the one I try to show it second to last.

Have A Great Day

Some agents save the best for last but I show just the opposite. I show the "shiny penny" first and the others after that really can't compare. For me it's a strategy that works well.

Hi Loreena... I am always very careful to end a house hunting trip at the house that I think will be the one that clients will want to write an offer on... that way we are not rushed to get anywhere after it except to my office or to Starbucks to write the offer and the buyers can feel that they saw enough other houses to be comfortable in their decision to make an offer.

JUN

2008

Loreena - I generally go in a manner that flows, ie, we go from A to E with B, C and D on the way. As opposed to zig-zagging and backtracking. I want more time in the houses and less on the road. But I recently did line them up with the target as the last home. My client wasn't sure of the asking price of the subject (I thought it was a great deal) so I lined up 5 homes within 2 blocks and we saw all of them then ended at the subject. She was then able to put it in perspective.

I think that the order makes a huge difference. After previewing, I like to show a couple of duds before getting the client to the house that I think they will really like.

All of these comments are something to consider. I take the client interest approach. I will show the homes that are in close proximity to my clients needs and requirements, then I will show the ones that meet all of their requirements. After that there is not need to show bottom line.

I kinda do a combination of all the ideas here. I pick the one I think would best suit their needs and that they would like the best. I try to make it my last one and then I plan the route. If the "ideal" one logically is last, then great. If it is next to last, I do it that way. I don't like to have any more than 1 after the one I think they'll pick for the reasons already stated - I want time to write it up. If it's not last, I do feature by feature comparison with the ideal vs the last one and then they are usually ready to go.

I show from worst to best. I like the way that works.

It is very true. Something odd about buyers that just love a home 'left handle' and hate the one going to the right, even though it's the exact same house! Sometimes it's even that way for me! I have noticed that buyers are doing alot of 'pre-shopping' on the internet & are often disappointed in their choices when they get to the house. Most of their wish list wasn't even in the house & they really don't have a good reason why they chose it sometimes.

In the smaller vacation community in which I live, I find that other factors are at work. Many of my clients are only in town for the day, and want to see as many homes as possible in a short period of time. In addition, their needs are very specific, such as proximity to the ocean, ability to use as a vacation rental, etc. I am also familiar to some degree with approximately 90% of the listings. I try to choose the 6-10 best fits for their needs, put them in order of location (north to south or vice versa), and have them make notes on the flyers for each property about what they like and don't like. I find the most important factors are the ability to tune in to their needs and wants, to develop somewhat of a rapport, and the number one most important factor....FOLLOW UP!

I have thought about the order of showing homes also. I have read that it does matter and some people say save the best for last. I actually show the house that I think they would like the best FIRST. Then move on to others & I try not to show more than 3 homes in one day. We always end up coming back to the 1st house.

These days there are so many homes on the market I am just putting them in the best order so that we do not backtrack all day. When I take the buyers for a second showing of their top picks I do put the target property last so that they do feel like they have more time to spend in that house. In my experience I think the buyers just know when the house is right no matter where it fell on the list.

Right now the order depends on which way we go to save the most gas! :-)

We espouse the "second to last" concept that others have voiced here... seems to work most of the time... and it allows for the contrast of the "worse" house last...

Great post...

What is a Plain Jane Property...

I haven't found the order to be important. They like what they like when they see it whether it's 1st or last.

I have to agree with John about saving the most gas! :)

I agree with the second to last. When I bought my first house that is what the Realtor did and it made a huge difference. After seeing 3 dud's we walked around wondering if this great home was in our price range. Of course it helped that the Realtor had previewed all the homes too. I learned a lot from this Realtor who ended up being my broker.

When I saw the topic being discussed, for a moment I got excited because I thought you were going to give specific tips and guidlines. I see that the comments reflected some of that so thank you commentators.

When trying to set up a string of visits (5-6) My calls go out to everyone and I have to make aproximate appointment times so even if I wanted to show worst to best, I cannot control that. Also I am working a lot with new clients and sometimes my first serious contact with them is on a viewing tour so I can't even acertain which is best for them at this point.

I am a newer agent and rea;ize that with experience this may become easier. That's why I was hoping for tips and guidelines.

The order matters. What I try to do, if geographically possible, is go from bad to good. Buyers always compare, so as each house gets a little better, they begin to anticipate that each one will be even better. The house that I think is right is the next to last house. Why? Because they see the last one and think, "Not so good, but that last one..." The comparisons draw them to conclude what you what you already had.

Loreena,

There is a strategy to showing properties to buyers and I have found that showing the best first is most successful. After that I work in a geographic circle but that first one, the best one, is usually the one that all others are compared against. The buyer may not want to make an offer on the very first one seen but after viewing all that I have selected for them they feel comfortable making a decision. That have shopped and compared and are ready to act.

If I show only Nice homes, they seem to think all the houses are great.....but there could be something even better out there. I like to have the Buyers rate each house from 1 to 10 the second we are walking out the door. That way we don't have to relook at the 7's when we have plenty of 8's & 9's to review.

Hi Loreena,

If my buyers request a certain listing or neighborhood they saw on the Internet, I show those first. It ends the suspense and helps them focus on other homes in our trip. Then I try to show the best last to end on a positive note - not only for an offer but towards me as an agent. I like to leave them smiling.

Hi Loreena,

Interesting topic, and great comments. I also work from location route first to maximize time & gas, but when we have narrowed the field, I do put some thought into which ones I show first. Showing homes with the same floor plan with different features is a great way to demonstrate value.

We also go over a few guidelines: If you hate it, you do not have to be polite & see the rest... moving on is good. If you love it, spend some time making notes

Personally I think it depends on the buyer. In my experience, most buyers just 'know' which house is right for them regardless of the order. What I do is, while we are going along, is to eliminate homes. We have a top three list. They are not 'allowed' to have more than three. As we leave each home, they are asked...so, do this knock such and such house out of the box? Works for me. And as I said, it doesn't matter which order I show them. What I may think is the 'best' house isn't their idea of the best house. A target house is an entirely different concept. That's not the house they think is the best, it's the house YOU would like them to buy..for whatever reason.

Great post. Interesting to see all the strategies being used out there! I too, have a second home market and many times buyers want to see 8-10 listings in their price range. Sometimes, we can narrow that when they come into the office and we review pix and details online. Sometimes, they just want to experience all of them! I have tried a variety of combinations, but I agree with Pam. Since most of our houses are custom, the buyers like what they like when they see it!

I do it geographically as well, and try to save the best for last if possible. But you just never know. Even if you show the best one first, the buyers still want to see all the possibilities, just to reassure thmeselves that they picked the right one. It is nice to end on a good note when the day is done.

Great Article,

Enjoyed your view point. I am similar in thinking

you took it a step further.

Thanks,

Barbee Andrina

Great Article,

Enjoyed your view point. I am similar in thinking

you took it a step further.

Thanks,

Barbee Andrina

I have had good results with placing the top 2 at opposite ends of the showing.

Great info and thoughts!

Sometimes, driving order plays a part, you don't want to waste your time (and gas) or theirs so selecting a geographic area to start helps, if some are further apart. I lean toward showing people homes that most closely meet their needs and if you show them "the one" first, they almost always come back to it. Sometimes knowing what that "one" is happens by accident. If it is a really good house, it is usually the standard by which they measure the rest. They are almost always really happy with that house too.

I have heard many theories about the order in which a client/customer views a home. I've heard of some agents even stacking the deck to the point of showing several "ugly houses" before ending with the one they hope will shine in comparison to the other homes. I think our clients/customers deserve more.

Honestly, I do have a method and I'll share my secret with you now...Start at the office and use the computer to eliminate houses they know they won't like. Choose no more than five houses to view in a single day (too many more and they all start to become a blur), unless they are from out of town and/or on a time restraint. After we have some house picked out I set the appointment to tour them and I use Mapquest to build a route that will save me gas money. With gas prices around $4.00 a gallon I don't like to drive around more than needed.

Erik Armstrong

Century 21, REALTOR

I find that if I highlight the amenities of each property prior to getting out of the car when we arrive clients will pay closer attention to them and not get sidetracked with other things. Then comparing the properties and putting them in the client's priority order while we drive from one to the other keeps the client engaged and less likely to get all of them confused. I always provide buyers with MLS printouts of all the properties we see and a pen in order to write their comments about the property. By the time we finish the tour we have them in priority order. If the buyer does not write that day, then we know what the top 3 choices are.

I have had success with the last "best" home. Although I find the second to last to be intriguing. I'll try that when the buyers come back! :)

Little things can make a BIG difference. Paying attention to the details makes you stand apart. Thanks!

Loreena

It makes it really hard when they have to decide between two or three. I wish I had that problem more often now.

Hope all is well

Tom Braatz

well speaking of the ORDER you view houses, if you need a good route calculator that tells you the best order to view the homes based on location, check out

route.virtuoo.com

you can input multiple addresses and it gives you the directions based on what is most efficient!

There are certainly times I would like to show them in some sort of price order or condition order, but it usually comes down to expedience. I usually end up showing homes in a locational arrangement. But, even within that I have some options and will try to end with a strong home.

Too often in Indy we cover a wide range of geographical space so I always plan my route from furthest to closest to my office/my house. I don't usually get the luxury of planning according to what I think will work best. If I'm lucky enough to show several in the neighborhood, I usually go from low to high. I would love to the sell the highest priced house; but if the lowest one works...then I'm all for that one.

I also use the DISC profile a lot when showing houses to buyers. Depending on what they are, I use different scripts. For example, if they are a "D"; I am all about highlighting the square footage, taxes, room sizes since the LOVE numbers. If it's an "I"; I'm all about the entertainment aspects of the home or the colors.

Some great comments here but I didn't see mention of the wide variety of buyers. I have met some who know exactly what they want and simply need access to view and assistance negotiating and others who need to understand the current market before there is any chance of them making a decision. There seem to be far more of the latter but the decisive buyer who provides an address or set of addresses, does exist and to this buyer, the order is immaterial, as long as the total number is 3 or less.

I love all the posts and hearing what other people do. I have found that showing them the best first really cuts to the chase. Every home after is compared and when they are tired of looking at the others they are ready to sit down and write an offer. Now of course, this does not work or matter to investors who are just looking for the value for the dollar. Then it is strictly a money issue and making sure the property has velue for their purpose. It is nice to see so many posts from all over.

Loreena,

I would say yes. If you show someone the best home first, they believe the homes will only get better. If you show the best home last, they will say, "now this is what we are looking for" and want to look some more.

If you put the best home in the middle of your showings, you will have a better chance of selling the home to them, as they saw homes not as great before and after the best one that meets their criteria..

I always try to save the best for last. That way the buyers have something to compare it to and can know that it is the best after they've seen the rest!

Lorrie Thomas, RE/MAX Town & Country

www.HickoryFlatHomes.com

Time and money are the factors I consider. I route the homes to see on the map and then call for appointments. It is quicker and saves on gas. If seeing five or six homes you don't want to spend more than three hours while driving for one of them!

Congrats on being featured and being one of the posts sent in the email. Glad to meet you and I think the order is very important! If possible end with the best, of course.

My rule is, preview, preview, preview. Select the best home and show that one first, show the rest based on a reasonable tour route and then back to the "best" one again last because they WILL want to see that one again.

I think you have to know your buyer, their personality type and match them up that way. As long as you explain to them why you are showing them what and when..and do not over-load them, then they should leave with a good experience.

That's interesting. I have heard that you should place the best fit property second to last for showing. I suppose it's part of the buyer's psychology. I wondering if there are actually study or stats done on this? Would be interesting to find out!

Cheers,

Cindy

Wow, what an awesome response. I do think that previewing will be helpful especially when you already know your clients' tastes. Then yes, start with somewhat of what you think is best and work around it.... I can see how building the momentum may not be good since they will feel that there's always something better out there.

You are so right, there are sometimes huge differences in properties that are selling for close to the same price. I find if you show the better first , that seems to stick in there minds and theres no comparison when viewing others, now this should be obvious but it can be important especially when you have a good listing you might be selling and you know it's a real good deal compared to other listings that might fit there criteria. When were all done it's inevitable that they want to go back to the first one, which usually is the best for there money.

Usually, I am traveling to several towns/villages very often in heavy traffic and more often on local roads and not thruways. If I ordered the homes in order of desirability, we'd spend hours in the car. When arranged in a small local area. I save the best home for next to last. I don't deliberately show duds to make the target house look more attractive. But I also run into a lot of sellers who specify showing times, so its not always possible to do things the way I want to. I try to show only five homes but will show six if necessary.

Loreena - My clients have "never" picked the house I thought they would. My favorite is not going to be their favorite. I usually organize the houses we are going to look at according to the area they are in so we don't do a lot of back tracking. Saves gas and time and the client thinks I am organized!!!

Thank you for your post!

My typical buyer is not in a large price range. Finding a home is not just my responsibility, but also my buyers' so once I send them some listings, they drive those neighborhoods and make sure we're on the same page. Then, once we've narrowed our list down, we drive in a circle so there is no back-tracking. I do not pick least price and go up from there. I do not pick the one I think they'll fall in love with last. We either meet at my office or at the most convenient place, and go to the closest one first, and then make a circle of the other listings from there... no pattern, except saving time and gas in not going back and forth across the areas.

I start with a nice one and then show them a few dogs. If they had issues with the first one they are usually gone after a few bad ones!

I do try to eliminate houses on the computer from looking at pics and examining all the details, but it can sometimes be amazing how the pictures can misrepresent a property. Some look horrible in the pictures and you are truly amazed when you see the house; others look wonderful in pictures and unbelieveably bad when you get there.

I have had clients who were positive they had picked out there home and we would be writing an agreement on it that day, only to go in the house and they were totally disappointed.

The best new idea I picked up was the rating of the house 1-10 as they are leaving. That would definitely cut down on the confusion of all the houses running together--who cares if it rates less than a 7.

Great Post.

I like your point of view. A simple and to the point approach while using a little common sense.

Loreena, great topic! I like to schedule my showings by area so that I'm not backtracking, like others have mentioned (I hate wasting gas!). I also don't like to plan on viewing more than 7 at a time, otherwise it's information overload. Whether to show the best first or last, I haven't decided, but I do like to start and end a property tour with the better properties (at least on the first tour). I think it makes more of an impression that way.

I too like to shedule by area and it seems many of my clients have tighter price ranges.

No tricks...I just map out the most logical plan. Houses sell themselves, it doesn't matter what order you see them in, IMPO. They either like it or they don't.

Thanks for the great tip Loreena.I have to do some showings tomorrowand will keep this in mind! PS - Are any of the houses above available? - LOL

Loreena - I use a combination of best to worst and rating each house.

I believe the order can be important. Many times we will have to stay in what makes sense geographically. I do not believe its good to show the one you think they might buy first because buyers have the thought in their heads not to buy the first house they look at.

I like to try one or the other, but I know that due to scheduling, it doesn't always happen. And, as others have stated, my top pick for them isn't always their top pick. It would be great to have some stats on this issue, but what matters most is reading buying signals and LISTENING to the clients, as always. Thanks, Loreena!

If I'm picking homes for a client based on a specific neighbourhood, I usually try to view them according to the route, so we don't end up zig zagging and going all over the place. I want to spend more time in the homes, and less time travelling. However, sometimes, the showings are dictated by when the sellers will allow us in the house.

As often as possible, I try to also show the home that has the most "checkmarks" (client 'must haves') last, so they can see what they can get for the money with only 'some checkmarks' first, and what they can get with 'all the checkmarks' - always staying within their budget. This either reinforces what they wanted in the first place - that they really do want it all, in which case we spend more time at the last house, and then go to the offer stage; OR it shows them that they don't have to have all boxes checked - in which case we now have a better idea of what they can live without. Which ever way works for you, as long as the buyer is making the right decision, and getting the house that suits their needs the best, while staying within their budget, then you've done your job.

I let the client pick which ones they wish to see and then line them up from worst to best which seems to work well.

Thanks,

Tom Davis

Delaware Realtor

Active Rain Network Blogger

You really never know for sure what your buyers motivatoin really is. I hjave found houses that I thought for sure would be the perfect home based on everything they told me only have them say they hated it. I do agree in weeding out the obvious but you still really never know which house they may like so show them all.

Susan

Cute graphics! Yes, I agree with you---there is a science to how we do this. For me, I usually keep the best towards the end of the day.

I set up the showings geographically; otherwise customers wonder why you keep back tracking and criss crossing all over town and whether you know your market area. If it makes geographic sense for the route, I will put the best home or home I think will be the best fit for them first, then have all the other homes try to compare to it. I bought the first home I saw with my husband. It was a perfect fit and nothing else we saw came close to it.

I show in order of location to save on GAS .. I agree with Pam and John...but most of the time i show the best for last so my buyer can compare and then decide to make an offer

You're absolutely right! I do show according to location, to save time, but I also like to show the best ones first so that everything else pales in comparison.

I always show homes that best suit their needs and fulfill the most requests from their wish list. If I have several, I show according to area of town. I feel many buyers know when it is the right home for them, regardless of the order.

Great post and great job on your banner. Brings back memories of growing up in Plano!

I've never put any thought into it; it just seems a bit too contrived for me. I don't want to fabricate anything. It is what it is! If there is a bad way to get there, I want to drive it, so that if my clients don't like it, that may not be the home for them.

After my Buyers sign the contract, it's a unilateral agreement in their favor for over a week. During that time I help them perform due dilligence and find out everything about the property: the good, the bad and the ugly (like driving the neighborhood late at night and in the weekends to see the kind of peace or activity there, neighbors' obnoxious barking dogs, various inspections, HOA rules & regulations, etc.) If the home passes all of that, and only then, do we move forward with the contract.

The order of the property? Macht nichts! It's not about another sale for me; it's about the clients' BEST possible home!

I am sure there is a lot of merit to your theory. I just know that if I was a Buyer, I would want the stark facts, and absolutely no fluff!

By the way: If I'm dealing with a $ 400 - $ 600K price range, I will show them $ 600 - $ 650K - $ 700 homes only (depending on the market at the time; in our market right now homes are still suffering from fantasy pricing).

Limit the number of showings to 5-6 per day

Don't try to show 10 houses on the same day

Leave the home and sit in the car and have the Buyer rate the home "yes" or "no" or "maybe"

Take notes about each house and write them on the MLS sheet so that you can refer back to them

Spend a minute or two talking about the house so that it's fresh in their mind and they can visualize it when you talk about it tomorrow

Do you know how frustrating it is to show 5-6 houses and then the next day or a week later the Buyer can't remember anything

Nice post! I give it lots of thought as I plan the order of the tour. Many times I show the best one first. Then after we have finished with the rest I suggest we re-visit the first(and best one)to take another look. Usually, they make an offer. One time the listing agent was putting an open house sign in the yard. They decided fast that they wanted it.

I don't really have an order to show houses, except I do group them by neighborhood and the time they are availabile. No one has ever bought a house from me that matched the criteria they first gave me.

Very nice post and mos interesting. It is a very interesting process and would make a great study.

Sequencing makes a big difference in how the client perceives the value of a particular property. It is a good idea to build to the 'best of the best' instead of putting it all out in front then contrasting with a random mish-mash afterwards. By showing the properties in order of worst to best, you let your client know (at least at an unconscious level) that they are building to a conclusion and the ultimate resolution of their current problem (needing to find a suitable property). I like the idea of the second to last house being a contrast and then showing them the best last. I don't make a habit of that particular sequence, but I do make sure and let them know which amongst the few are better or worse and for what particular reasons.

In the end, the order in which you show should be based on how your client likes to work. I had one couple that got irritated that I showed them ' a bunch of non-contenders' because the first one was perfect. Go figure. :)

On a final note, I never drive in the same car as the client. I always meet them and let them follow me. 99% of the time when we reach the next home, I can get the answer if the one we just looked at is still on the list or not. No pressure and it gives them time to talk in the comfort of thier own car without having to 'hurt my feelings' or feeling obligated just because I put it on the list.

Just my $.02

JUN

2008

We show homes based on geography...we look at the list of homes on a map and plan a logical route. We do ask the client to rate the home from 1-10, if its a 10, we stop and write a contract; otherwise, we discuss which home is the current top rated home. It helps to remind the client of the home and which one is the best of the bunch so far.

I order the houses by location. I try to set out a pattern that doesn't back track and doesn't take a lot of drive time.

Lots of interesting things to think about, not just in the post but in all the comments.

It is so important to show buyers the good, the bad, and the ugly so they can decide what is best for them in the price range. The problem may come when the parents show up at the final selection without the advantage of the education the buyers got while you were looking at the lemons. I try to show the house I think is best towards the end of any tour.

Hello All- I normally show in order of location as well. In terms of helping the buyer memorize or rate a property. Like Debbie, I advise them to make detailed notes on the back of the flyers and I also make notes of my own on their reaction or excitement level and comments regarding each home. If they absolutely don't like a particular home we put a big X on the flyer. I will take it from them and put notes on it about what it was they didn't like. This normally helps me if I have to pull additional listings for a another day of viewing. It's imperitive not to show the same type of home that doesn't fit a buyers need or if some other nuance bothers them take note and try to preview before the next showing.

It depends on the number of homes being seen. I try to do the best, IMO second. That way they have seen a bad one and the best one and they have a good comparison. After they have seen the best one they compare everything to that home and it makes it look better. So I would say show the best, first or second while they are fresh and excited.

Cute pictures for your post!

I preview first, route second and try to limit the number of houses to six. I ask the the buyer to choose "Best of Show" and then ask if they would like to take another look at that property. If they say no, the next time we go out, I begin with their previous favorite.

With gas prices at an all time high and many homes that typically fall within a buyers criteria, I will usually schedule vacant homes first and map them out and go in order.

Because of the expansive area I cover around Lake Norman, many times I am limited to showing by geographic locations. However, my usual rule of thumb is to save the best for last.

Very insightful post.

When I was an agent I took the "geographic" approach - plot the tour order by proximity from one to the next. The one element I added was after house #2 I asked them, "If you had to buy this one or house #1, which would it be?" Whichever they chose, I kept that one on top. After house #3, I would ask them to choose between #3 and their earlier choice, and so on through the list. The goal was to have only 2 properties in the decision.

Order and your comments can brake it or make it. Who said we do not influence people. Customers trust your judgment implicitly. If the "halo" is there you have the ability to make it dissapear, if the "halo" is not there, nothing can bring it on.

What we all should be doing is trying to educate the buyers first and foremost. When working with a large range, I target their "must haves" first and focus homes that not only have those, but "dream wishes" as well. I explain my thoughts on list price, location, etc... I then let them start to guess as to the price - most learn very quickly! I also, in this day and age, must tour according to location because who's not concerned about gas prices?

When I show houses, even if I have 6-8 to show (if that's what the buyer wants to see), I make it a point that after showing the first 3 I have the buyer "rack and stack" their preferences in order. As we see each subsequent house, I have them drop one of the previous homes out of consideration. That makes the TOP 3 always on their minds, and they KNOW that they are not forgetting something of importance from an earlier showing. At the end of the day, no matter how many they've seen......they're comfortable knowing that they've eliminated all the houses that are NOT appropriate, and we are able to review their notes on each home to make a final decision.

I agree, Loreena. Subtle things like that can make a huge difference.

I see how picking the houses to shows certain makes a difference....but what about the 'order' in which you pick them? Nicest first, worst first? Cheapest first or more expensive?

I usually show the best home first that way if they are just in love with the place we go straight to my office and write up an offer. I always email them pictures of what they are about to see too so they usually have an idea of which house they already want. saves us all the driving around.

I usually show in a broad circle starting at a home I believe will be the measuring stick for the rest. The second reason I do this is to make the client aware if their price point is realistic for their expectations. Most buyers start below their real price point in my opinion with the exception of some of our high dollar buyers.

I always make sure I show at least 1 house from each end of the price range. So that the buyers feel they have saw a span of homes in their range. Most likely they will land in the middle happily.

I generally send the MLS listings for the properties I feel will meet their needs and let them determine which ones they want to see and, when possible, which order in which they want to see them (if they know the area). That lets them be part of the process and partially in control. I also remind them that we don't have to go into any property they don't like the looks of (generally, they are ones that look rundown on the outside) - again, giving them control. If they leave it to me, I try to put them in a logical driving sequence (actually, I try to send properties that are somewhat close together in the first place) to avoid backtracking. And, I give them the Buyer's property listing so they can make notes and I write comments on my copies so I know which ones we might want to see again and can give good feedback to any agents who call and ask how the viewing went. This has worked well for me. My biggest problem is remembering to build in a natural "potty break" place for them along the way. I seem to have a hollow leg but it appears most of my clients don't.

Wow, what a popular topic! I find that it's very important to have that initial, in person meeting with the client before putting them on a search. That way, you build repore, and can dig deeper into what really matters to them. Also make sure you mandate that they get pre-qual'd before showing anything. Your buyer needs to know the numbers they are working with (and so do you!)

What about just asking more questions of the client to determine exactly what it is they want so you can use the answers to those questions to best determine the order the houses are shown?

i tour in a shortest route style. clients are just as busy as i am and are well capable of keeping things straight as long as we take good notes. to save time, i tell the clients that they can veto any property for any reason even without going through it. for the homes we do tour i have them make notes on the listing print-out as to high and low points. i also have them notate if the home was one that they would offer on and why or why not. this style of yes, no and maybe let's me know in real time what they are wanting and allows me to get a better sense for things i will likely see when they are elsewhere...i've been in many caravans where i saw something that was perfect for clients who'd seen a few homes and given me clear marching orders. having gotten their guidance i can shop for them as they are going about their business...it saves us both mucho time while still getting them the home they want. and not fatiguing them with having to see 25 homes. the old "show two swine and a pearl" technique is manipulative and clients know when they are being "handled".

JUN

2008

I use Google Maps and go in the order that uses the least amount of gas. I believe the order is not that important, because the typical buyer nowadays has access to higher quality pictures and virtual tours, which helps them choose which houses they would like to see in person.

With gas at $4,00 a gallon the house have to be shown in the best order. There is some wiggle room but not alot. I have been out all day and driven around looking and on contract at the end of the day. So I do what I can to show the best house last but not always.

Hi Lorenna, I email my buyers homes in their price range and description of what they told me first. This way we only see the ones that they are interested in. They email back which ones they would like to visit. I preview the homes first, and save the best one for last. This saves us both time and gas. I limit my showings to 3-4 at a time.

I totally agree with Steve Shatsky. I've found if you save the best for last the buyer feels he's seen enough homes to know which one he wants and there's no confusion. Just a sort ride to your office or the nearest Starbucks to write the offer.

Loreena: I agree. For one, I never show the house I think will really impress my first-time homebuyers FIRST. They need to know they have comparisons. Leaving the IT house to the end of the home tour works best for them. But this also means you have to do your job and PREVIEW.

In today's gas market, I find you need to put the homes in order of location.

I always use to do the worst to the best, and throw in one style of home they said they definitely did not want.

I can't say that I have a specific order except that I try to take my clients to the house which has some of the specifics that they are looking for in terms of interior features. May be on the low or high end but by showing the house closest to their wants gets the conversation going. There is always the I really that it has this but not crazy about that. From there we can usually pinpoint where to go next by eliminating or even adding houses. This seems to work really well. I live in a small community so its quite easy to set up appointments ahead of time... having done the homework prior I can easily adjust what house to show next. The clients are always pleased because they feel they are being listened to and are being shown homes with features that are important to them. I get more referrals from buyers that say "she knew exactly what we were looking for"

I like to show the homes worst to best ending the home I think the client will like the best. I'm in a small town and sometimes the homes can be 10 to 20 miles apart. With the price of gas at an all time high I have had to change the way I show home. Now I try to show the homes in an order with as little backtracking as possible but still trying to take into consideration of worst to best.

I guess all depends on the Buyer profile. Last week I showed 5 homes to first-time buyer. I showed best house at 2nd place. Buyer decided to put offer on 2nd one. But same strategy did not work on other 2 buyers.

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JUN

2008

I show homes by their location. I'm certainly not going to drive back-and-forth from one end of town to another just because I'm leading up to the house I think they will like best! Give me a break...with gas at $4.79 a gallon here who can afford it! Don't play games with people, just do your job and show them houses.

I think it best to go with the Map-Method, I have tried everything else and the end result is that you just never know what the client really wants.

You pick their brain and get a range.... next thing you know they either choose something way outside the range or something completely different from what they said they wanted....

Just go with the flow, the client wil figure it out for you.

JUN

2008

There is definite pyschology involved as well.

JUN

2008

The order is absolutely important. Either the first one or the last is the way I do it depending on the buyers and their personality and mood.

JUN

2008

I think the order can make a difference but it doesn't always work out where you can show them from best to worst or vice versa. I prefer to show the nicer ones earlier on because then if they find what they are looking for, we don't have to waste our time looking at the bad ones. I think it is important to see one or two of the bad ones just to see what they are getting when they see the nice listings. If you show too many in a day buyers get all glassy eyed and have trouble remembering what they really did like. It is a process of elimination and you have to cross them off the list and move on.

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