How Many Properties Should You Show

In Baltimore City I can show 20 homes within walking distance of each other, but my maximum number in any given day is 10. They all start to blend together after that!

I try to really narrow down my search to those homes that have the most potential for my client...although there are those who want to take a "peek" at homes, they can't afford...or that really don't interest them....so I would say the most I would show in one day would be 10..and that is the MOST...

I do a lot of work upfront to help buyers hone in on the properties most likely to fit what they ultimately want to buy - including a detailed want/needs assessment, going through listings that fit from on line data and tours and then drive-bys.  After that we look at the properties left on the list -- no more than 5-7 a day -- otherwise it becomes way too confusing.

Karen, 18 in on day sounds like a marathon!  I have shown as many as 9 in a day and at that point the buyers were beginning to lose focus.  Of course, we had also looked at 8 the day before.  The list was narrowed down from their original properties and they were from out of town with a limited time to look.  We were not only looking at properties but narrowing down at the same time from several potential areas.  We were successful and they did buy one of the homes (from the first day).

Karen - I think we have all been in this situation - we don't like it but it happens.  If the buyers are from the area I have them do drive-bys to check out the neighborhood first.  If they are not from the area then I try to find out more about them to see what type of neighborhood they want first;  Houses close together, pool in area, walk to school, large lots, wooded, no grass - you get the idea.  Then I try to find that type of neighborhood for them within their price range and housing type.  Of course there are always those that want to see everything - with these I just decide this is a great way for me to preview for the next client.  AND if they walk into a house and immediately say no this is not the one and they don't want to look at it - I tell them to wait in the car because since I'm here I need to look at it for another client.  All of a sudden they realize they are not my only client and they are not the end all and be all for my career!  Sometimes it straightens them up!  Also, I have found that if you have professional lookers only give them 2 hours at a time - you have other appointments! 

Thanks!

I always try to find out exactly what my clients is looking for before we start looking.  I only show a maximum of 5 houses a day per client.  In my mind thats plenty.  It would be very rare that I would show more than that.

I think after 6-8 they all start blending together.  No one remembers the details, and no one buys.  I find I need to be more specific in my MLS search to eliminate the ones that do not match their search criteria.

Karen-  Why would you really show anymore than a couple homes?  Use the tools we have been given by the Geek Gods!

I use a large screening room with a 2500 lumen projector, 100' screen and open up Microsoft Live Map, Google Earth, our MLS and my own IDX mapping site.  In the course of an hour or so you can  find out EXACTLY where they dont want to be and in another hour have it reduced to two to four homes.  You can provide the 30,000 overview of locations and areas and really demonstrate your knowledge.

All the basic fundamentals can be taken care of in the screening room.  Using Google Earth and MS Live you can see  the proximity to busy roads, distance to schools, distance to power lines and dumps and even how many cars are parked onthe stret with both Live and Goolge you have street views. Also, corner lots, lot sizes that are too small, lot sizes that back to close to homes, lots on hills, lots with trees, etc. etc. etc. With the better MLS IDX systems you can screen houses that have poor curb appeal, and pictures and tours show tons of info.  You can see days on market.. run quick sales comparables.  There are sites like Zillow or some of our own personal sites that provide great public record sales data too.

Here's the best thing...you can take 50 or 75 properties down to 5 in  a heartbeat. You can also TEACH your buyer how to search on all of these sites and let them do it...so no more calls claiming they have a dozen homes to look at!  Let them screen homes with the same wonderful technology. 

I will only show 5 or more homes once to any buyer I work with.  After the first instructional and empowering meeting..I enter them into a listing notification system..that provides homes on the hour and by the hour and let them go to town.  Most of the time, depending on their circumstances...I sell them a home in under 10 or less PHYSICAL viewings. But in the virtual world, they may have viewed hundreds!

Here's an excellent way to keep them from blending together:

Have some stationery created--obviously with your name, company, and contact information on it--and give that and a pen--one that writes and has your name, company, and contact information on it--to your Clients. This is special stationery, though. On it are two columns with the headings "Top 10 Yes" and "Top 10 No" and the address of the property. You can usually put four sets of "Top 10 Yes" and "Top 10 No" columns on a page, so you can now visit four properties with just one page and they'll never blend together again. I'll go create a more extensive blog entry about this.

On a few occasions I have shown about 15 houses in a single day.  So far I have noticed that some clients prefer to do it that way.  If they don't like the house we just do a very quick tour if we even go in.  If I did it that way everyday I would get worn out very quickly, so I tend to stay away from showing that many properties.