How many properties can your customer digest in one afternoon?

By
Real Estate Agent with Coldwell Banker Fort Lauderdale Beach

How many properties can your customer digest in one afternoon?

I often hear agents in the office say they are going out to show a customer 10-12 properties in one afternoon. Really? WOW!  That's a lot for one person to digest in one afternoon, don't you think?

Only one time did I show more than 5 properties at one time.  The time I did that was because the customer was only going to be with me for one day. She was not sure if she wanted ocean front or Intracoastal front, so we saw 5 of each.

In preparing for these showings, I decided to prepare an EXCEL SPREAD SHEET, where I listed each property in the order we would be seeing them with 5 columns where she could rate each property. The columns were to rate the kitchen, each bathroom, style of floors, square footage, and overall condition of the units.

I made her a notebook so that she had the ease of writing on a hard surface rather than just a CB folder.

After we saw each property, we took 5 minutes to answer the questions pertaining to the property that we just viewed. She also took her own pictures of things that she wanted to remember when she returned home to go over the properties with her husband. Before she started taking pictures of the next property, she took a picture of the address on the MLS sheet that I also provided her for each listing.

Even with all this additional preparations and note taking, she still on occasion had some questions about which property was which.

After she went home, two of the listings that were her favorites (and apparently some others) already had offer's by the time she discussed the listings with her husband and called me with her list of favorites.

SPECIAL NOTE: With all that, I ended up finding her one that she had not viewed while she was here with me in Florida.  I sent her pictures of the unit and extra pictures of the view.  They made a full price offer - SITE UNSEEN, based on my understanding of what she liked.  They arrived a week later, we had the appraisal done the day after the offer was executed, had the inspection the next day and [unbelievably] had their condo interview the next day. We closed 3 weeks later for her 50th birthday. Thank goodness, it was just perfect for them!

My point here though is about the number of listings to see in a day is that less is bestShowing to many properties at one time leads to confusion and on occasion - NO OFFER at all.

I choose what I am going to send to each customer based on my interview with them. I ONLY SEND them 10 listings at a time and tell them to choose the top 5.  Prioritize for me so we are not wasting either of our time.  This has worked out well for me for the most part.  If after the first 5 don't work, we sit back down and preview other available listings in the office in front of the computer.

What are your thoughts on how many properties your customers can digest in one showing period of time?

Karen Monsour, REALTOR(r), SSRS, 954-464-4194 cell

www.KarenSellsFloridaWaterfront.com

(Copyright© 2011 Karen L. Monsour, All Rights Reserved.)

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Best regards,

Karen Monsour, REALTOR®

Coldwell Banker Fort Lauderdale Beach
4757 N. Ocean Blvd.
Fort Lauderdale, FL 33308
954-464-4194 cell
954-969-9974 fax
www.KarenSellsFloridaWaterfront.com
A recent recipient of Realtor.com®'s "Award of Excellence" for online marketing.

Multi-million dollar producer.


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Rainmaker
3,648,985
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Karen -- while I fully understand your point of not showing more than five properties per appointment, I think it is also depends on the individual client, their time and their expectations.   Many times you can determine this in your initial meeting and then the first time they are viewing properties.   I gain so much insight after that first time showing so together we can make the time benefical.

 

Jun 16, 2011 12:18 PM #1
Rainmaker
526,928
Dr. Stacey-Ann Baugh
Century 21 New Millennium - Upper Marlboro, MD
A doctor who makes house calls.

I think 7 is the max that most people can take in.  I can almost visually see clients fading when we approach home #7.  I have shown more than that when it was necessary.

Jun 16, 2011 12:24 PM #2
Rainmaker
409,251
Karen Monsour
Coldwell Banker Fort Lauderdale Beach - Fort Lauderdale, FL
REALTOR, SSRS - Sells FL Waterfront, Short Sale Expert!

Michael,

I understand what you are saying, however, even taking notes on my EXCEL spread sheet, she couldn't keep them all straight.  I find that if they choose 5 of 10, by the time we see the 5 they picked, I know their likes and dislikes very well.  Also, they get tired.  I showed 5 properties to one couple and they said, "How do you do this everyday? I'm exhausted."  Especially now it's 90 - 100 degrees and it is quite exhausting.  I keep a cooler of water and some snacks with me during summer months and candy in case I have a diabetic and don't know it.

Thanks for you comments.

Jun 16, 2011 12:28 PM #3
Ambassador
2,028,262
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORSĀ® in Clark County, WA

Well, I've shown a max of 12 one day...when the client insisted -- and it was nearly overwhelming...for both of us. She HAD wanted to see 12 more the next day, but finally understood that it was not realistic or enjoyable. So, we had 8 on the agenda for day 2. ( MAX for me) Fortunately, she LOVED the 3rd house we looked at -  and that was the ONE!

Jun 16, 2011 12:29 PM #4
Rainmaker
409,251
Karen Monsour
Coldwell Banker Fort Lauderdale Beach - Fort Lauderdale, FL
REALTOR, SSRS - Sells FL Waterfront, Short Sale Expert!

Dr. Stacey-Ann,

Exactly my point!  You are in MD (I used to live in PA and worked in MD), here in the summer months in Florida - the extreme heat that non-residents aren't used to really does exhaust them.

I also find that they don't realize the time involved. You drive from one to the other, sometimes wait for the listing agent if they have to accompany, drive to the next, valet on occasion. etc.

Thank you for your opinion.

 

Jun 16, 2011 12:31 PM #5
Rainmaker
409,251
Karen Monsour
Coldwell Banker Fort Lauderdale Beach - Fort Lauderdale, FL
REALTOR, SSRS - Sells FL Waterfront, Short Sale Expert!

Debb,

Sometimes I don't think they realize that it's not like getting into an elevator going from floor to floor every 15 minutes, its driving, etc.  Especially if there are many houses to go to in one day.  Traffic, 15 mph in school zones, stopping for a drink or a potty break...extends the experience.

Thanks for your comments.

Jun 16, 2011 12:34 PM #6
Ambassador
2,752,954
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

You wrote: "I choose what I am going to send to each customer based on my interview with them. I ONLY SEND them 10 listings at a time and tell them to choose the top 5"

It was easier when we did the actual search.  Now that all active listings are on the Internet is so many places, buyers select homes to view and some are not what they think.  This is something we have to deal with. 

I often show more than 5-6 homes simply because I keep folks moving on quickly when a home is clearly not to their liking. 

I also preview and eliminate the properties that are not suitable or in poor condition unless the buyers are interested in upgrading.

Jun 16, 2011 11:35 PM #7
Rainmaker
453,716
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904

Karen- I use a similar system to yours and it works! No more than 5 homes at a time. Stopping for breaks and discussing the pros and cons; elimijnating the ones they really did not like and narrowing downthe field of candidates usually to 2. 

Overwhelming a buyer will not result in them writing an offer.  

Jun 17, 2011 01:41 AM #8
Rainmaker
409,251
Karen Monsour
Coldwell Banker Fort Lauderdale Beach - Fort Lauderdale, FL
REALTOR, SSRS - Sells FL Waterfront, Short Sale Expert!

Lenn,

I still do personal searches. I do not autosend like most agents. I do not want the computer to send them something that I would already know that they do not like.

I try to move customers quickly as well, however, it depends on their age, how many people are in the group, if the listing agent has to show and is on time. 

I have been told many times that 5 is about the limit to which one can remember the units. 

I preview when I have time if I have not been in the unit before, but I have a pretty good knowledge of my market here. I only send them the best property that I can find for them in their price range.  If they don't want a fixer upper, I don't send them any.

 

Jun 17, 2011 01:47 PM #9
Rainmaker
409,251
Karen Monsour
Coldwell Banker Fort Lauderdale Beach - Fort Lauderdale, FL
REALTOR, SSRS - Sells FL Waterfront, Short Sale Expert!

St. Cloud,

Works well, doesn't it.  In my situation above, we narrowed it down to two, we just didn't get the offers in soon enough.  It all worked out fine in the end though.

Thanks for the comment.

Jun 17, 2011 01:50 PM #10
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