Home showings are a vital part of the process for real estate agents. However, it’s not as simple as just walking an interested buyer through a property; how real estate agents show homes significantly affects their overall success.
Of course, there’s no way to guarantee a successful showing. However, a buyer’s agent or showing agent can do plenty of things to sweeten the odds. In today’s post, we’re sharing our best practices for home showings that put potential buyers in a buying frame of mind.
There are several surefire ways to ensure a showing goes as well as possible. These are our top tips for how to show a house.
There are several surefire ways for ensuring that a showing goes as well as possible. These are our top tips for how to show a house
Plan Your Tour
Make a plan before showings commence. Decide which room will make the strongest impression and plan your tour there. Create a list of the property’s best features (think original wood floors or windows that let in lots of light), and share interesting facts about them as you pass. Do the same with impressive home improvements, and also point out any opportunities for further improvements or extensions.
Consider the flow of the tour. A well-structured showing can guide buyers through the home in a way that highlights its best aspects. For instance, starting in the living room can set a welcoming tone, while leading into the kitchen can showcase the heart of the home.
Be Flexible with Showing Times
Life is busy! Not everyone works a 9-5 job, and family dynamics can differ. Do your best to accommodate hectic schedules by offering showings that work for buyers and sellers. This might sometimes mean evenings and weekends, but be mindful not to impact your personal or family time unnecessarily.
If you’re struggling to manage a hectic showing schedule, an on-demand showing service like Showami could be the solution. This service lets you connect with showing assistants who can help you manage your schedule, ensuring you can provide flexibility without sacrificing time.
Put Your Buyer’s Needs First
As a real estate agent, you know that being personable and friendly is key to your success. To make buyers feel at ease during showings, ensure that you employ that trait. Invite questions and have a light conversation to build trust and confidence as you show the property.
Equally, it’s important to give potential buyers space. Once the tour is complete, allow them time to walk through the property again and talk in private so they can have an honest conversation without worrying about offending you or the homeowner.
Be Knowledgable
Do your research and be prepared for questions by knowing as much as possible about the property and area. In addition to being able to talk about the home and its features, you should know about local facilities, transport links, and the housing market. Offering this information as you tour a property can encourage a more open dialog and prompt a buyer to feel more comfortable asking follow-up questions.
Being knowledgeable also means being ready to answer questions from other agents who may accompany their clients. This can include inquiries about the neighborhood, schools, and even the history of the home. Being well-informed can help you build credibility and trust with buyers and their agents.
Hold a Showing for Other Agents
When showing a property, it’s common for other agents to attend with their clients. This presents a valuable opportunity to network and build relationships within the real estate community. Be prepared to answer questions from these agents, as they may have specific concerns or insights that can help their clients make informed decisions.
Encourage open communication during these showings. If other agents have questions, answer them thoroughly and professionally. This will assist the buyers and position you as a knowledgeable resource in the real estate community. By fostering a collaborative atmosphere, you can enhance the overall experience for everyone involved.
If you are holding a showing for another agent’s buyer, it’s essential to maintain professionalism and adhere to the facts. You should answer questions based on available information and keep your opinion to yourself. Remember that you represent the seller and need to consider their best interests. This particular buyer is working with another agent. They can contact their agent and go through the proper channels if they are interested in making an offer.
Be Professional
Maintaining a professional demeanor is crucial during showings. Dress appropriately and arrive on time. Your appearance and punctuality reflect your commitment to your clients and the property.
Additionally, ensure that the home is clean and well-presented before showings. This includes decluttering spaces, ensuring good lighting, and even using pleasant scents to create a welcoming atmosphere. A well-maintained home can leave a lasting impression on potential buyers.
First Impressions Matter
First impressions can heavily impact the success of a showing, so ensure you arrive looking the part. Dress smartly and appropriately for the location in which you work. This typically means a dress shirt, sports coat, smart dress, and tasteful shoes and accessories. Also, consider other elements of your appearance. For example, your phone and laptop will impact how potential buyers perceive you.
Aside from how you look, you should also conduct yourself professionally. Be polite and display good manners throughout the showing. Smile and maintain a cheerful disposition when interacting with potential buyers.
Listen More than You Speak
Ask questions to understand your buyers better and actively listen when they answer. Show an interest in their lives and ask about their hobbies to better understand what might be important to them in a home and neighborhood. You can also ask about their practical and emotional property-buying goals to better serve them as an agent.
Remember, the goal is to be professional yet social to create a positive working relationship. The more a potential buyer connects with you and trusts you, the better the chances of leaving a lasting impression that could convert to a sale.
Arrive Early
Another element of being professional is arriving early for showings. It’s important to be there before the viewer arrives so as not to keep them waiting. Arriving early gives you time to unlock the doors, turn on the lights, and ensure everything inside the property is as it should be. It also means that you won’t turn up rushed and flustered and can make a professional first impression, as mentioned above.
Things to Avoid When Showing a Home
There are a few key things to avoid when showing a home that can ruin an experience for a buyer even if you follow all of the above steps:
Avoid a Hard Sell
No matter how eager you are to make a sale, do not go in hard with a sales pitch. This is not how real estate agents show homes if they have integrity. Buyers aren’t stupid and will spot your desperation a mile off. Instead, let the viewer move at a pace that suits them and aim to be helpful and responsive before, during, and after a showing. By giving them space and not being pushy, you’ll create a respectful working relationship that is more likely to result in a sale.
Don’t Treat Every Attendee the Same
Every potential buyer has unique needs and requirements, so using a one-size-fits-all script is a bad idea. Try to gather some information about potential buyers before the showing so you can tailor the script to them. For example, if they have children and are new to the area, you can discuss local schools or how the street has other families with kids.
Don’t Forget about Kids or Pets
Remember that families with children or pets may have specific needs when showing a home. Highlight features that cater to these groups, such as a spacious backyard or nearby parks. This attention to detail can significantly affect how buyers perceive the property.
If the homeowner has children or pets, it’s important to schedule showings when they won’t be present. Aim for showings during school hours or when the kids are at daycare. This helps create a calm environment for potential buyers. If this isn’t feasible, be aware of bedtime routines or other busy times that could distract potential buyers.
Regarding pets, remember that not all potential buyers are animal lovers; some may have allergies. If dogs are on the property, it’s best to have them in the garden or under the care of someone else during the showings. This ensures that the focus remains on the home rather than potential distractions.
How to Act During a Home Showing When the Homeowner is Present
If a homeowner has a good reason for needing to stay at the property for the home showing, there are a few ways to navigate this situation without unnecessary tension or safety concerns.
1. Maintain professionalism
- Respect their space: Acknowledge that it is their home and act accordingly. Keep interactions polite and professional.
- Limit personal questions: Avoid asking overly personal questions about the homeowner’s life or reasons for selling, as this can make them uncomfortable.
2. Focus on the property
- Engage with the home: Concentrate on evaluating the property rather than interacting too much with the homeowner. This will help you maintain a clear focus on your needs and observations.
- Ask questions about the home: If appropriate, feel free to ask the homeowner specific questions about the property, such as maintenance history or neighborhood insights. This can provide valuable context.
3. Communicate with your buyer
- Discuss comfort levels: Ask your buyer how they feel about the homeowner being present. As the agent, you can help facilitate the showing or guide handling awkward moments.
- Be a buffer for your buyer: If your buyer feels uncomfortable, it is best for you to lead discussions and navigate any inquiries about the home.
4. Be mindful of conversations
- Avoid discussing negotiations: Do not discuss pricing or negotiations with the homeowner, as this could influence their perception of your buyers interest or financial position.
- Limit negative comments: Discuss not making negative remarks about the home in front of the seller, as this can create tension and may affect their willingness to negotiate later.
5. Take your time
- Evaluate thoroughly: Don’t rush your visit because the homeowner is present. Take your time to assess the property and ask questions when necessary.
- Be observant: Use this opportunity for your buyers to assess how comfortable they feel in the space. This can be more complicated if the seller is lingering.
6. Exit gracefully
- Thank them for their time: As you leave, express gratitude for their willingness to let you view their home. This will leave a positive impression and maintain goodwill.
- Discuss with your buyer afterwards: After leaving and away from the property, share your thoughts to help refine your buyer’s search based on what they liked or didn’t like about the property.
It is typically best for a homeowner not to be present during a showing because it allows potential buyers to feel more comfortable exploring the property freely, openly discussing their thoughts about the home with their agent, and envisioning themselves living there without feeling self-conscious or pressured by the current owner being present; ultimately increasing the chances of a sale.
Reasons Why Sellers Should Leave During showings:
- Can be a distraction: The seller’s presence can draw attention away from the house itself, as buyers might focus on the homeowner instead of the home’s features.
- Prevent open communication: When the seller is not around, buyers are more likely to openly discuss their thoughts and concerns with their agent.
- Allow for buyer comfort: If the seller is present, buyers may feel uncomfortable expressing honest opinions about the house, potentially hindering their evaluation of the house.
- Reduced stress for the seller: Leaving the house during showings can help the seller avoid stress and anxiety related to potential buyer feedback. Sellers may take the conversation between the agent and the buyer the wrong way, which could affect the sale.
- Perception of desperation: Buyers can interpret the seller’s presence as an indicator of motivation to sell, which might lead them to negotiate harder.
Summary
So there you have it: our best practices for home showings. As you can see, showing homes should be much more than a quick tour. It’s about creating a comfortable atmosphere that appeals to buyers’ senses. This creates the best possible experience for the buyer (and the seller) and increases an agent’s chances of making a sale.
If you’re struggling to find time in your schedule for home showings or are licensed in more than one state, Showami can help. Showami is the biggest on-demand home showing platform in the US and has been designed to help real estate agents show more homes. It’s the fastest, easiest, and most reliable way to show properties when you’re not available without losing any commission. Find out more about Showami’s services here.
What are your tried-and-true best practices for home showings as a real estate agent? Let us know in the comments what your advice is on how to show a house.