Recently I have been showing a bunch of REO properties to a couple and the wife is actually doing what I think is the correct way to go about this. As most of you know, when you show a lot of REO properties you begin to realize they are not usually in the best shape and you really have to go into them with an open mind. What my client does is not compain about what it looks or even smells like at the time you go into the property, instead she looks to the future. As soon as she steps in there her gears start burning in her head and she thinks about what it will end up looking like. "I will knock this wall down, and change that color, and clean this part" She has great ideas as to what she wants the property to look like in the future after she makes some adjustments.
It seems too many people go into these places thinking they are going to be an immaculate property at an insanely cheap price. I just dont think that is the norm in this area. If you have clients this way I believe it is our job to guide them through the dirt and holes in the wall that accompany these places and show them there is light at the end of the tunnel. Most of these homes haven't been touched in quite some time and will not be at there best. Help your clients understand that with a little elbow grease and determination any run down house can be made into a home. If you do this, I belive your showings of REO properties will go much smoother. Even throw some ideas out yourself and it might get your clients thinking.
These are great buys nowadays and with a little guidance you can increase your sales by letting your clients know that anything can be possible with a home.
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