Showing when home is not sold

Shannon, That is reallly a catch 22 isn't it?  The only problem is waht they look at now may not be available when their home sells.  Can they go ahead and buy one even if theirs doesn't sell?

It is hard to show them homes when there home has not sold unless they can afford two mortgages.  If they see another property that they must have maybe you should talk to them about doing a lease purchase on there home and see how that works.

I tell my customers they can have ONE day to play... Then, when the time is right they can have my complete and full attention. Work in some dialogue about the fact that the houses available today are not the ones they need be concerned with. Motivate them for a price drop if they're not getting any interest.

 If the above is too strong, schedule a morning of showings...on their comps. Have coffee over a CMA and then go see their competition. Get that price change, get them sold, get them moving.!

Shannon:

It sounds like they need to sell before they can buy. Looking can be an incentive, if they see something they like and become motivated this may work in your behalf. They might then want to become much more serious about selling their home. 

Shannon, I will tell you what I have told Buyer's for years. " If I show you the perfect house today what compromises will you make to buy it?" The inference is that they will be willing to cut the price of thier home to a wholsale rate just to buy the new house.

More impoortantly for you is that if they do find that perfect house before they are able to buy it, they will put a tremendous amount pressure on you to sell thiers. If it does not sell before the house they want to buy is sold then often times they will be so disapointed that they will take thiers off the market. Either way you will lose.

No Sale Pending = No Showing of a replacement property. Period.

Sometimes if you show them a house that they fall in love with, it might motivate them to get serious about selling their current home.  Just be sure to not show them anything too expensive so they will need to get an unrealistic price when selling their home.

 Good Luck!

Shannon, 2 very direct questions are in order here: (1) why can't you buy now if you see something you like? [I know they'll fall back on selling their current home, but that doesn't answer the question] and (2) why are you really looking for a new home? [this will help answer the first question]

I think it falls under the same idea of qualified buyers. If they aren't qualified, what is the purpose of showing? Too many people want to look at houses just for the fun of it. My time is too valuable to be free entertainment. Unless they are able to float both, I would suggest they hold off until they have interest. Explain to them that if they find the home of thier dreams and it sells before they can buy, it will most likely make finding the next one much more difficult. Nothing else will compare. It is a concern for sellers to have something else to go to and be prepared. You have to find that happy medium between ready and just getting started. Good communication is key. Good luck!

It is a good time to buid your relationship with these "soon to be buyers" but I would only schedule showings if it did not cause a problem with current buyers or sellers.

There are so many who pay 2 mortgages.  My fear is the house will stay available for longer than they can afford it.  Renting it for some type of income would be the next option if they MUST buy.

Shannon, that can be tricky.  If they are dependent on their house selling, it might help motivate them to get it priced to really sell if they find the right house.  But, if you don't show them homes, they will just move on to another agent.