Time Is Important To Buyers Too | Preview Property For Them

By
Managing Real Estate Broker with RE/MAX Executive Realty 104763
https://activerain.com/droplet/5cZN

 

"Back to basics" is a phrase we are using more frequently.  It’s a standard chapter in the newly licensed agent’s "playbook."  How many of these newly licensed agents rewrite their playbooks when they no longer consider themselves new?  “Seasoned agents” are usually guilty of never previewing inventory.

 

How can you sell what you haven’t seen?  How can you talk intelligently about a property, if the showing is a “first” for you as well as the potential buyer?  How uncomfortable do you think that buyer feels about the fact that the person who represents him/her is not well versed on the listing that’s being presented to him/her? 

 

Knowledge of the product sells the product.  This was the main reason I earned my builders license before I made the commitment to focus on new homes and make that my niche.  Previewing new and resale homes is imperative and very few do it.

 

Most agents will say they don’t have the time.  What they fail to understand is they don’t have the time to NOT preview the property.  They will spend more time showing a home that is not qualified to be on the list of desired homes for a particular buyer.  The potential buyer will spend more time eliminating a home his/her agent should have eliminated.

 

Eliminating the task of previewing homes will eventually lead to the potential buyer having the thought of his/her agent being “incompetent.”  That one task may make or break a relationship between a buyers’ agent and a potential buyer.  Time is money, not only to the agent, but especially to the buyer.  It’s the agent’s job to be knowledgeable about the product, and the only way for that to be done is by previewing.  So, why do agents eliminate their first chance to shine in front of their clients????

 

Just a quick thought for the moment….

Posted by

       

Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-520-9881

Exclusive Marketing Agent for The Todaro Team

 

             Copyright © 2009 - 2018 Barbara Todaro

                               All Rights Reserved



 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Debbie Reynolds 06/28/2018 12:00 PM
Topic:
Real Estate Best Practices
Groups:
The Art Of Marketing You
Bartender, Make it a Double
Old Farts Club

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Rainmaker
2,121,397
Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents
Lyon Real Estate - Sacramento, CA
Put 40 years of experience to work for you

I never preview homes anymore because I don't represent buyers. I am only concerned with what has sold recently over a four-county area, LOL, and I drill that down to the local level for each individual listing.

But I do encourage my buyer's agents to preview. I insist they preview my own listings, for all that good that seems to do. They are reluctant so I have to choose my battles. Even when I ask: how can you sell a listing you have not seen, it doesn't sink in.

Jun 27, 2018 06:56 PM #5
Ambassador
3,977,507
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

I recommend to my new agents to do this. It helps them learn the market and hone their trade, Barbara.

Jun 27, 2018 08:24 PM #6
Ambassador
2,899,535
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

I always try to do this if it all possible Barbara. I like to see what my clients are interested in.

Jun 27, 2018 10:31 PM #7
Rainmaker
2,649,250
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Barbara.

With the market still being strong around here, depending on the clients budget a lot of the time if they don't go and view the property immediately it's gone.  

Jun 28, 2018 02:13 AM #8
Rainmaker
4,967,944
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Thank you very much, Barbara, for sharing your experience and your advice.

Jun 28, 2018 03:36 AM #9
Rainmaker
4,319,084
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

I agree with Debbie’s comment. When I was a new agent I used to go to all the broker open houses in the area to look at the homes.

Jun 28, 2018 03:42 AM #10
Rainmaker
3,003,191
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo & Home Sale Specialists

Barbara, This is especially true for out-of-state buyers and those not in the immediate area. We then take additional photos of rooms that the listing agent may have neglected.

Jun 28, 2018 04:09 AM #11
Rainmaker
3,047,914
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Barbara --- previewing properties is not only beneficial, it is essential for me in getting in touch/staying in touch.  For those agents who don't think so, that's ok for them...not for me and not for the sellers and buyers I have represented. Knowledge of the inventory/neighborhoods is critical for me.

Jun 28, 2018 05:45 AM #12
Rainmaker
1,431,115
Amanda S. Davidson
Amanda Davidson Real Estate Group - Alexandria, VA
Alexandria Virginia Homes For Sale

Barbara, I agree previewing for new agents teaches them so much - including an understanding of the market. We work with a lot of military clients and preview for them. We're their eyes before they ever get into town.

Jun 28, 2018 05:47 AM #13
Rainmaker
3,836,160
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Barbara, I used to preview all the time, but in today's market, homes are only on the market for a couple of days at most.  I absolutely preview for relocation buyers to be sure to show those homes that work specifically for them.   These are usually higher priced homes, and last a bit longer.

Jun 28, 2018 05:55 AM #14
Rainmaker
2,327,001
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

CONGRATULATIONS Barbara, on having this blog FEATURED in the Old Farts Club group!    

Jun 28, 2018 06:34 AM #15
Rainmaker
2,233,808
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

With all of the information being on the Internet nowadays for buyers to view, previewing doesn't seem as important in my eyes.  If a property is not marketed to it's full potential, but I think it would be of interest to my buyers, I will certainly preview and make my buyers aware of this property that didn't likely catch their eye.

Jun 28, 2018 09:04 AM #16
Rainmaker
2,043,608
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

A very good point and something new agents should learn right away!

As for me...

as a buyer I didn't want to waste my agents time or the time of sellers. Whenever I saw a listing that my husband and I might be interested in, we took a drive by first before calling our agent. Many times that was enough to know it wouldn't work for us and nobody else's time was wasted.

Jun 28, 2018 10:19 AM #17
Rainmaker
1,420,879
Yolanda Cordova-Gilbert
Richmond, TX

Barbara,

 I saw this on Debbie Reynolds re-blog and this oh so true! I have realtors bringing their clients the price may be right but not the right room count then realtors gets mad at me, geez read the listing or call me and ask me!

Jun 28, 2018 02:42 PM #18
Rainmaker
554,853
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

I don't always preview what I'm showing, but this week I viewed 5 homes before showing my clients. They all looked like they would be appropriate for their needs and move-in ready, but they eliminated each one. Then we looked at an oversized home much larger than they requested (that I hadn't previewed) with plenty of deferred maintenance, and THAT'S what they liked. I probably would have eliminated it had I previewed. Just goes to show you never know what you might pass up could be exactly what the buyers wanted. Everything happens in this business!

Jun 29, 2018 09:06 AM #19
Ambassador
3,584,942
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

                                   

                                             Thank you, Barbara!

Jun 30, 2018 06:12 PM #20
Rainmaker
4,608,816
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Kathy Streib thank you for the feature in your weekly post...

Myrl Jeffcoat thank you for the feature in the group the Old Farts Club.....

Jun 30, 2018 06:17 PM #21
Rainmaker
1,444,582
Mike Cooper
Cornerstone Business Group Inc - Winchester, VA
Your Winchester, VA Real Estate Sales Pro

Barbara, previewing is a great time to take newbie agents along. I normally quiz them about the property throughout the preview. It's an easly low stress opportunity to learn.

Jul 01, 2018 06:18 AM #22
Rainmaker
3,283,307
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning again Barbara. You are sooooo right. It does make a difference and ultimately save time.

Jul 01, 2018 06:20 AM #23
Rainmaker
1,150,276
Carol Williams
U.S.: I specialize in helping agents who have been in the business 2 years or less create a thriving business. - Wenatchee, WA
"Customized Mentoring & Marketing Services"

Hi Barbara,
Absolutely!  This is one of the very basics.  When I was working I previewed every new listing as it came on the market.  I can't tell you how much time it saved me and the buyers by not running around showing properties that weren't going to meet their wants and needs.  I had a woman buyer once who said she made her last agent show her 60 homes before buying.  I told her I would NOT show her 60 homes because I will know what she wants after looking at just a few.  Turned out to be absolutely true.  I don't recall exactly, but doubt I showed her more than 10 homes total.... and they bought in a neighborhood she said they didn't want... because I KNEW what they did want. 

Jul 01, 2018 06:58 AM #24
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