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"SO, HOW DO YOU SHOW HOMES?"

By Ken Tracy

Real Estate Agent with Coldwell Banker Residential

September 19, 2008 08:59 AM

I had a listing appointment yesterday afternoon. I met with a young family considering selling their home in Naperville and buying a larger home in another suburb.

Their two year old boy had just woken up from his nap, so I knew there would be a few distractions...I felt very relaxed just the same.

The lady of the house was very organized. She had told me on the phone that she asks a lot of questions. She wasn't kidding.

It was actually quite enjoyable. I am always looking for chances to improve. What better way then under fire?

So I answered all her questions honestly.

They were also planning on purchasing a home, so she asked me a question that surprised me a bit.

"So, how do you show homes," she asked?

I looked at her slightly confused.

"Well, when we are in a room, will you be pointing out all the features," she asked?

I paused as I considered what she was looking for.

"I probably will not even be in the room with you," I answered honestly.

When I show a home, I usually don't play tour guide. I enjoy experiencing the home as a buyer would. I go from room to room, as if I was looking to purchase the home myself.

I usually won't give my opinion until asked.

My goal is to make my clients feel at ease.

I think they like that.

Ken

To buy or sell a home, call me anytime at 630-697-0536

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Harold "Hal" Place

A1 Connection Realty, Inc. - Sun City Center, FL

Hi Ken,

Less is more in this business, at least that's the way I look at it. Placing myself in the buyers, shoes, I don't like the feeling of oversell and some, is not most, feel that way if there is too much dialogue from the Agent. I'll answer questions, as you do. For the most part, the home will sels itself. As professionals we can read the buyer(s) by their action and reaction to the home.

My point of view anyway.

Sep 19, 2008 10:01 AM

NEilliƎИ π = 3.14159

Las Vegas, NV

Looking into Video resources are always a good choice.

Sep 19, 2008 10:06 AM

Kathy Fey

Fey & Associates - Dacula, GA

I think it is important to point out things in the home that are important to the buyers, otherwise, let the home do the talking.

Sep 19, 2008 10:08 AM

Paul S. Henderson, REALTOR®, CRS

Fathom Realty Washington LLC - Tacoma, WA

South Puget Sound Washington Agent/Broker!

There are lots of great comments here, I believe I like your method but I always lead the tour and point out things that are uncommon or features...

Sep 19, 2008 10:10 AM

Royal Goodman

Royalty Home Solutions - Madera, CA

"We Treat You Like a King"

Ken. I agree. It is a good idea for the clients just to look around. If they ask a question, answer it and then wait for the next question. It is the same way a vehicle should be sold. Thanks for sharing. Royal..

Sep 19, 2008 10:32 AM

Kathleen Daniels, Probate & Trust Specialist

KD Realty - 408.972.1822 - San Jose, CA

Probate Real Estate Services

Ken - did you get the listing? I allow buyers to go thru the home at their leisure. I do the same thing - look at the home as if I were they buyer. I will only point something out if I think a person did not notice something. When we are finished touring the home - I ask them to rate it on a scale of 1-10. If they give it an 8 for example, I ask - what would have made it a 10? This helps me get inside their head - it works well for me.

Sep 19, 2008 10:41 AM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Kathleen, Royal, Paul, Kathy, Hal, and Sheree. Thanks for stopping by.

The listing? Thanks for asking. I will let you know.

When they decide to sell, they will choose me.

Ken

Sep 19, 2008 10:52 AM

Russ Ravary ~ Metro Detroit Realtor call (248) 310-6239

Real Estate One - Commerce, MI

Michigan homes for sale ~ yesmyrealtor@gmail.com

I don't do the hard sell either.

Sep 19, 2008 02:11 PM

Barbara Carter

Century 21 Alliance Realty Group - Highland, NY

Serving Your Real Estate Needs in the Hudson Valle

Ken- I agree with you- I let the house sell itself- A buyer will know if the house is for them- They will feel it- I find that taking a backoff approach works for me. I will answer questions and help in anyway but if the house is not what they are looking for they will know it. Good luck- I hope you get the listing and sell them a great new house!

Sep 19, 2008 02:41 PM

Ron Tarvin

Residential, Investment properties, rehab projects, property management, luxury homes, new construction! - Katy, TX

Broker, Katy, Houston, Cypress 77450,77494,77095

I don't think you have to play tour guide, but you DO have to be in the same room with the people who are viewing the house, for the home owners sake.

Some amount of disclosure to your buyers is a good thing. I always point out features or issues that they may miss. They are not going to miss the BLUE carpet, but they sure might miss the added features of an upgraded, high quality ceiling fan vs a run of the mill fan. Or perhaps crown molding that this one has and the other didn't. Especially if they have a favorite to compare to...features added and features missing.

Sep 19, 2008 03:22 PM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Russ, Barbara, Ron. Thanks for stopping by.

I am confident that the less you say, the better.

Just because we "always point out features" doesn't mean the customers like it.

Good luck any way you show homes.

Ken

Sep 20, 2008 01:50 AM

Kevin O'Shea

Coldwell Banker - White Plains, NY

White Plains, NY Real Estate

Hi Ken,

I agree with you, letting people get a feel for the house on the first trip through is really important.

The second showing you can do all the detail work.

All the best!

Sep 20, 2008 06:37 AM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Kevin. Thanks for stopping by.

That sounds about right. First time through, I am looking for excitement. If they don't have it, I don't have it.

Thanks again,

Ken

Sep 20, 2008 09:33 AM

Cindy Marchant

Keller Williams Indy NE 317-290-7775 www.marchantteam.com - Carmel, IN

"Cindy in Indy" , Realtor, Fishers Real Estate

Hi Ken, I actually talk quite a bit...I tell my buyers up front that I will look at a home differently than they will. I will look at the ceilings for water stains, I will look inside the oven to see how clean the sellers are, I will look at the baseboards for wear and tear. I will ask them if they start to like a home, how they would place their furniture. I had a client that had to use one of my partners once when I was out of town and the first thing she said to me when I got back was...I didn't like that she didn't tell me what she thought as we walked through the homes. So, I guess it can work both ways?

Sep 21, 2008 12:08 PM

Kathy Clulow

Uxbridge, ON

Trusted For Experience - Respected For Results

Ken - My webguy/hubby would agree with you he says we don't sell houses we watch emotions sell houses then negotiate the deal.

Sep 21, 2008 02:50 PM

Alyce Martin

The Realty Group, LLC - Albuquerque, NM

Albuquerque - THE Place To Be!

..."and here we have the kitchen" (like they haven't seen one before) - I hang back and let people discover the home and watch their reactions. I narrow down the # of homes I show based on their wants and needs and I usually preview so by the time we get to the home, I stay in the background while they "soak in the house." I point out things on a second viewing but I don't commando my way through a showing. That's just not me. We all have different styles.

Sep 21, 2008 03:13 PM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Alyce, Kathy, and Cindy. Thanks for stopping by.

We do have different styles. Which is good. There are all sorts of different customers out there.

Thanks again for reading,
Ken

Sep 22, 2008 12:44 AM

LS Rogers Realty

LS Rogers Realty - Richardson, TX

That's method works well for me also. I do get clients that wants me to point out all the features of the home and that's fine too. It's about what the clients need from me.

Sep 26, 2008 01:40 PM

Latonia Parks

Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC

Certified Military Relocation Expert

I hate the thought of pointing out the obvious. We all know what the kitchen looks like but you can somehow accentuate the not so obvious.

Sep 26, 2008 02:36 PM

Ken Tracy

Coldwell Banker Residential - Naperville, IL

Helping clients buy and sell since 2005

Hi Trunda and Latonia. Thanks for reading.

I too try to match what the client wants. Most often, they want left alone.

Ken