I had a co agent approach me the other day and told me about her taking buyers out (that were from Florida), spent the entire weekend with them, Fri., Sat., and Sun., and found nothing.  She felt as though she had built loyalty with them and a relationship and took them out to eat the entire weekend.  On their way back to Florida, they stopped in Cleveland and called about one house, contacted the listing agent and bought a house from her!!!  I was mortified!

I don't know how other agents work with their buyers, but is has been my experience that an agent could work with a buyer anywhere from 2 weeks to 3 months looking for a home.  I would say my average at this point is probably 2-4 weeks of active searching and running out to preview homes.  I prefer to "make a day of it" by lining up 9-12 homes and see them all in a day than to run out here and there every other day.  It may take a few houses to go through when you finally pick up on what your buyer really like and often it is not what they described to you in the beginning and that's okay, sometimes they don't even know what they want until they get out there and see what is there. 

When I go on these home tours that last 4-6 hours, I am on a mission, I am focused on the goal -- finding a home and food is the last thing on my mind.  Many clients do want to stop and eat and process the things that they've seen and talk about various things and it is good to hear these conversations that go on between those that are buying because it gives you great clues on what will sell them, what they are looking for, what they will accept and not accept etc., and stopping to do this is probably good to do at times, especially with out of towner's. 

I do not however feel obligated to entertain them or feed them.  Real Estate agents are not paid until the closing, so all of this driving around, all this time it takes to make these appointments to see the homes, to make a plan/a map/a tour of the homes so that they tour flows easily and you aren't back tracking takes a lot of time.  Time that an agent is not compensated for until a closing takes place.  How many times have you been a taxi driver, a tour guide for a buyer for them to turn around and either (1) decide not to move or (2) call another agent????  Is it that they don't understand that we aren't paid until we close on a home, a home that they purchase?  I can talk about that more later -- that is a pet peeve of mine.

So, no -- I do not feel obligated to take clients out to lunch when we are beginning the home search process, maybe after a closing has taken place providing a lunch for your clients would be a great idea, at that point it might be productive.  You've closed, you have the money to take them out and your goal has been accomplished, you found a home for them and a friendship can be established, a level of trust is there and hopefully loyalty and they will trust you with their friends, family and co workers.  Prior to this time, I feel that if it is found to be necessary to stop and eat, I will be more of an observer.  I want to hear the comments that are made, the discussions that will help me clue into my clients more so that I can understand them better which will help me to be able to serve them better and with more efficiency.  I might eat should we stop or I might stay in my car and return phone calls while they go in and eat, but I can say that I would be thrilled to take them out to eat to celebrate after we close!