"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….