Tired of Showing a Buyer 100 Homes? Tips on Minimizing The Long Buyer's List.

By
Real Estate Agent with Keller Williams Realty

When you are out showing your buyer, yet again, a long list of homes, does the tune of 99 bottles of beer on the wall play in your head  with the words ... 99 homes for sale to show , 99 homes to show,, open the door, show buyer around and now there are 98 homes left to show?  That is because buyers have become shop-a-holics on the Internet.  They search websites, give their agent the list of homes they wish to view and off you go, full tank of gas and a long day ahead. 

How to cut out the fat and get to the finish line with narrowed down choices and offer to present.

  1. Always number one on the list - get the buyers pre-approved and counseled on specifically the type of loan they can obtain, terms, and if need buyer closing cost assistance.  That is huge as it will give clear direction on your choice and limitation of home price range. 
  2. Ask your buyer to give you a list of their absolutely have to have items and one that would really love to have but can compromise.  Find out any special needs, bedroom down, larger garage, yard for a dog, etc.
  3. Connect the buyer to a gateway to receive MLS listing information.  They are going to find this through other sources like Realtor.com so why not set them up on your preferred venue. 
  4. Counsel the buyer that homes they see on the Internet may look great but may not be what they seek after further research is done.  By planting that seed you will have taken control on not showing every home on a list they give you.  If they make a list of homes to view, screen them and let them know why certain choices would not work (i.e. backs to traffic and they had told you absolutely no traffic, the master is located on the 2nd floor and you need one on the first level). 
  5. Have the client drive around certain areas if they are uncertain as to what community, city they wish to live.  Give them homework to check out the schools if that is a factor, proximity to work or convenience to retail, church, etc.  These all are personal decisions that they need to make.  By them driving around they can casually visit and make informed decisions.  Always offer to take them to visit homes in an area that they like to help narrow their choice of community.  Be sure upfront to let them know if there are price level differences for different areas - if one has a higher cost for housing for what they can purchase over another community.  This may help them eliminate an area if it is out of their price range for what they want to purchase. 
  6. When showing homes have your clients continue to compare the properties and narrow down what features they liked, why they like one over another, etc. 
  7. Provide your clients with a way to journal their visit to the homes so they can write their likes, dislikes and ways to remember the properties. 
  8. At the end of the home tour for the day, summarize together what was viewed and a standout home.  What they did not find and must have.  If disappointed, why?  Do they need to adjust their expectations to what they can afford to purchase?  This can be examined. 
  9. Keep control of your schedule and times to take the buyer out.  If they have not located that special home then set up the next time to go out to look.  If you are waiting for a new listing to appear that is more of a fit, be sure to keep in touch and monitor daily for the right property.
  10. Most important - don't be afraid to ask if they are interested in a home.  If yes, then begin conversations and take action on writing up an offer.  Be sure to make closing remarks to move them towards the offer writing process.  Sometimes you just have to ask

Keep patient but don't be afraid to help your clients narrow down their choices before they even go to view homes with you.  It will keep that annoying little song from playing over and over again.

 

 

Comments (9)

Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth

Connie, you are very much right about collectively working down and narrowing things down based on the criteria of what they are looking for. A terrific list.

Feb 04, 2009 11:33 AM
Angelia Garcia
Pure Realtors - Dallas, TX

Hi Connie,

great list to have.  I do ask my buyers to drive the neighborhood so they can see for themselves if that is an area they want to be in.  However, sometimes, that doesn't happen.  Some lie and say they did and when we get there the truth comes out. 

I was working with a buyer that would see homes on the internet and ask to see them.  I would explain that they did not meet their needs, price, loan, etc.  I finally stopped working with them.

Feb 04, 2009 11:37 AM
Rick Sergison
EXP Realty of Canada Inc., Brokerage - Pickering, ON
Durham Region Real Estate Blog

Hi Connie!

Great list, especially for new agents that are easily "led" by the Buyer.  I will have to use some of this next week when I have a session for the new agents on how to show properties.  Cheers!

Feb 04, 2009 11:50 AM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

It is important to keep buyers focused.  With all the homes on the market - doing preparation up front can save a lot of time for all concerned.

Feb 04, 2009 12:34 PM
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Although I am not a Real Estate Agent, I have heard the horror stories of driving borrowers around and them not being able to make up their minds.  These appear to be some good tips.

Feb 04, 2009 12:35 PM
Bonnie Johnson
Remax Realty 100 - Milw, WI

Great list! thanks for sharing!

www.bonniejohnsonrealtor.com

Feb 04, 2009 01:07 PM
Kristen Wahl
Re/Max Plus - Rochester, NY
CBR

Connie, what a great list! Thanks for sharing your thoughts. I think this is something we can all work on to make better use of our time with buyers!

Feb 04, 2009 01:21 PM
Derenda Grubb
CENTURY 21 Mike D. Bono & Co.'s - Lake Charles, LA
GRI, ABR, CRS

Connie,

Thank you for sharing.  It is always great to be reminded of the basics that helped us get ahead.  Wishing you a very prosperous 2009.

Feb 04, 2009 06:34 PM
Charles McDonald®
Charlottesville Solutions - Charlottesville, VA
REALTOR®, Principal Broker®, Owner

Great ideas. I am working with a list of around 40+... guess I am lucky!

your friend in Charlottesville!

Charles McDonald

Feb 05, 2009 03:35 AM