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Curious.....How Many Homes do you Show?

By Curt Fletcher

Real Estate Sales Representative

December 10, 2007 02:06 PM

When you have a client that is ready, willing, and able to buy a home, how many homes do you show?

Do you show 3....5......10......15.......20........?

While involved in New Home Sales, I would regularly see Realtors bring in their clients after long grueling days of looking. While asking questions, I would typically find out that they had been looking for weeks, sometimes months to find a home...WOW!

After building rapport with them, I would go right into asking them what is important to them. Not the cosmetic stuff, but the stuff that is actually important. How do you use the home? Where do you spend the most time?

From there I would piggy-back question after question really getting into the emotional buying motives.

After finding the perfect home for them, discussing terms and making sure they were comfortable with the monthly investment, we would be ready to get the paperwork started.

This is where it gets confusing...as I would begin to prepare the paperwork, on many occasions (most), I would here this from the Realtor...."Well, we still have to look at (Insert any number) homes before we make a decision."

What?

Why would they not want their buyers to make the purchase of the home they really want, in the perfect location, at the price and terms they desire?

Sometimes, in a very confusing manner the people would actually leave with their Realtor. Sometimes, I would ask the question I listed above.

My question is this.

Why keep looking after the "decision" has been made? Is it about showing a certain number of homes or is it about finding the right home?

My advise is this:

Before looking at tons and tons of homes, really find out what the buyer is looking for. Not the paint color or the cosmetic items, but the spacial use of the home. Find out what is important to the buyers. How do they use the home?
After determining these factors, find out which location suits their needs and desires the best. Why is that location important...schools, work, what is it.
Now do the research based on the above criteria and their price point. Find 3 homes to view and go see them. After 3 homes in a short amount of time, confusion and indecision set in.

How many homes do you show?

How do you use your time?

Curt Fletcher aka The Likeability Guy

Author of "How To Sell More Homes and Increase Your Income"

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Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Kay, I appreciate the info. That's a good idea too, to preview them before hand with your clients.

Dec 10, 2007 02:22 PM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Sara Lee, I love the slogan!! Thank you for the feedback. I do the same thing, with showing the best one last. I see what your saying about you can't tell them this is the one. Your second sentence is more at the heart to what I was getting at. I would have buyers waving the checkered flag and almost in blind confusion wondering why they would leave...only to come back the next day without the Realtor or the next weekend.

Dec 10, 2007 02:28 PM

Jonathan Osman

Jonathan and Associates, Inc - Charlotte, NC

Charlotte House Hunter Group

A newbie in my office has shown over 73 homes to this one client over the course of a few weeks. He finally picked the first one he saw. While its cool she got a closing, she also didn't have much time to spend with other clients as well

Dec 10, 2007 02:32 PM

Pat Laracy Baker

Realty Executives Boston West - Holliston, MA

Pat Baker Dream Home Maker

Very good advice. Like you name too. I love getting advice from other agents. What a great place to be this ActiveRain

Dec 10, 2007 02:35 PM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

WOW!! Jonathan that is crazy! That would drive me nuts! One of he big factors to success in this business is how well we manage our time. 73 homes. That is like a shotgun blast and hoping that something hits.

Dec 10, 2007 02:37 PM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Pat, Thanks for the feedback! Your right, Active Rain is a great place to learn new stuff. I'm glad I found this site. We get so caught up in our little worlds that I think we can fall into the I-know-it-all trap. In just about a month here, I have read some great articles and gained new insight in how other professionals work and think.

Dec 10, 2007 02:39 PM

Joan Whitebook

BHG The Masiello Group - Nashua, NH

Consumer Focused Real Estate Services

I think it is important to try to help the buyer focus. Sometimes it is difficult -- some buyer have to see EVERYTHING-- even when you have them make a check list and a house fits almost to a T -- some just have to be sure! when I first began in the business, I showed a couple 80 homes -- and then they decided they didn't like the state because they had allergies! NEVER AGAIN!

Dec 10, 2007 02:40 PM

Heather Jemison

Keller Williams The Marketplace One - Las Vegas, NV

Las Vegas & Henderson, NV

I spend my downtime previewing & gathering new home inventory knowledge...Gathering floorplans, new pricing, incentives, and building relationships with on-site agents. This inventory knowledge and relationship building tied in with LISTENING to my clients has proven to be a time saving strategy. Usually I will show anywhere from 1 home to 3 different new home communities (3-5 homes per community). My best showing was taking a buyer to one home, they spent 15 minutes in the home and said "This is the one!". I shut up, we went to the sales office and wrote the contract. Yes - it did close and I got paid. One of my favorite selling techniques is shutting up! Many agents want to make excuses for themselves or their clients. "We have to see XX number of homes" is a sure way to kill the moment. We owe it to our clients, that when the right home does come along, to show them the next step - sign on the dotted line!

Dec 10, 2007 02:42 PM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Joan, Great comment about Focus. That is a great way to look at it. Oh My, 80 Homes! Didn't like the state because of allergies. Wow. Then again, some people are just nuts!

Dec 10, 2007 02:47 PM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Heather, That is Awesome! I have a feeling that you are very good! From preparation to knowledge to a real strategy, that sounds Great! Your last sentence is the Perfect quote:

"We owe it to our clients, that when the right home does come along, to show them the next step - sign on the dotted line!"

Thanks for the Feedback!!

Dec 10, 2007 02:50 PM

Laura Cerrano

Feng Shui Manhattan Long Island - Locust Valley, NY

Certified Feng Shui Expert, Speaker & Researcher

Curt, I can't answer the question but came by to see the answers. I would stop when a client found THE home. Everything else would be a letdown anyway once they fall in love with a place :)

Dec 10, 2007 11:51 PM

Loreena and Michael Yeo

3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX

Real Estate Agents

I have some that I've shown less than 5 houses to and ends up purchasing. Then there is one that I've shown 100 houses (or at least it feels that way) and still hasnt bought. Most of the time, Buyers buy within 3-4 weeks (so, my best bet would be to show around 20 houses).

If one had to see 50 houses before he/she buys, I still wouldnt consider it a waste of time. Some people will feel better knowing that's the right house after seeing the rest that wouldnt work. The Buyers would be in the house a long time so I give them as much time as they need.

Dec 11, 2007 12:12 AM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Carole, thanks for commenting! Your right, that makes sense.

Dec 11, 2007 12:28 AM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Loreena, your right, it does depend on the personality style and timeframe of the buyer. I guess my thought is really making certain what my clients are looking for before I show 50-100 homes, obviously in some cases you just cannot avoid it, so you just have to do what the client desires.

The way I see it, since I am the professional and they sought my counsel, I find out all the crucial and important buying motives, than we look at the homes that fit the most. If they really want a large kitchen open to the family room, I don't show anything with small, closed kitchens. I do the same with all the areas of the home that are important. The home showing list in any given area shrinks rapidly based on really getting that info.

Thank you for the feedback! Frisco is very nice! I am in the Roanoke, Trophy Club area.

Dec 11, 2007 12:38 AM

Latonia Parks

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

Certified Military Relocation Expert

I don't agree with showing too many homes. It seems as if it would be confusing. 5-6 is a good number and after they have seen the house that had everything they said they CAN NOT live without, it is time to reason with them....tactfully.

Dec 11, 2007 01:50 AM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Ny Prime Real Estate, I'm glad I offered you a chance to advertise. I don't mind the advertising I suppose, but at least make it relevant.

Dec 11, 2007 07:22 AM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Latonia, I agree with you. I have found that after a certain amount of showings 3-5ish, I can see that look of overwhelming confusion setting in. Not with all people of course, just the majority of them. At some point we reach the point of diminshing returns. Then I do just what you said, talk to them and recap what it is that we are looking for. Thanks for the comments!

Dec 11, 2007 07:24 AM

Anonymous

Sanja

Love your post. I am new in the business and could use all the help I can get!!!

Dec 12, 2007 01:58 PM

#22

Renee Parker

Coldwell Banker Hubbell BriarWood - Lansing, MI

Lansing Realtor

If we are doing our job correctly and the buyers really intend on buying....we should not be showing 20-50 homes to one client. If I show more than 5 (great) homes to a client and they still want to look at more, I usually have them come back into my office so we can talk again about what there needs and wants are.

Dec 13, 2007 11:44 AM

Curt Fletcher

Fort Worth, TX

aka "The Likeability Guy"

Renee, Thanks for the feedback. That is same way I feel. Once I have already showed a certain number of homes, (my number is usually 3-5) and I haven't found the right one, I regroup. I figure I must not have understood the right needs. Thanks!

Dec 13, 2007 11:58 AM