Preparing Your Sellers for Home Showings

Published By About.com

Introduce sellers to the realities of showing their home

You've already talked with your sellers about the physical work involved to get a home ready to show, but have you mentioned other events that may take place while the house is on the market? Giving home sellers a basic education in Buyers 101 will help prepare them for the realities of showing their house.

Be Ready to Show at All Times

Sellers should be aware that same-day and even last-minute requests for showings are common, so a seller with a '24 hour notice to show' stipulation often cuts himself out of a good chunk of the buying market. The only standard hefty lag time that should be necessary is when you must give ample notice to a tenant.

Once a house gets tagged difficult to show by agents, you won't receive as many calls to show it. If sellers choose to make showings difficult, be sure to tell them now that it will cut down on showings--and fewer showings equals fewer potential buyers.

Keep it Flexible

Explain to your home sellers that most agents do try to arrive within the scheduled showing time, but sometimes it isn't possible. They may get stuck in traffic, or the house they saw prior to your showing took longer than expected. It happens, and sometimes it happens too late to be fixed by a phone call.

Encourage sellers to stay away from home a little longer than they think is necessary, just to make sure they don't interrupt a showing.

Sellers Who Want to Be Present

This is nearly always a bad idea. Sellers think agents and buyers won't be able to find everything, that they must be there to point out important features. Truthfully, most just want to be present to see buyer reaction firsthand.

Sellers should be aware that at the very least buyers feel uncomfortable when they are present, and that it can actually kill a sale. Buyers often won't even open closet or cabinet doors when the seller is home, and when they cannot view a house comfortably, they'll hurry up and move on to the next one.

Sellers want to talk, and not just about the house. You never know when a buyer will be turned off by the mood of the seller, or by a statement the seller makes. Buyers are there to look at the house, not chit chat about hobbies or the weather or worse--politics and other controversial topics.

If sellers must be home during a showing, counsel them to go outside or stay put in one location, not wander around with the agent and buyers.

Sellers Who Want YOU To Be Present for All Showings

If you're selling a large estate or complicated property, it might be the norm to plan on being present for all showings, but it's not necessary or smart for the typical house.

Explain that other agents generally feel uncomfortable with the selling agent hanging around, listening to and participating in conversations with potential buyers. If the other agent is representing the buyers as a buyer's agent, she won't be free to have open discussions about the house in front of you.

There's another negative that may be more important: busy agents don't have time to work around your schedule. Requiring the listing agent to be present for all showings is another way to give the house that difficult to show reputation.

If your sellers are worried about theft of small items, they should store them away. Packing up collections and small personal items is part of the process they should have already gone through to prepare the house for showings.

Pets Must Be Controlled

Pets should be out of the house during showings, especially large dogs, since many people are afraid of them. A gruff bark coming from inside the house is enough to make some home buyers turn around at the front door.

If there are pet odors, talking with your seller about the subject can be tricky, because most people are not aware of odors in their own home. You may need to conjure up your best be-tactful mode to deal with that subject, but it must be dealt with. Your sellers don't want buyers to remember the home as the house that smells.

Gaining Seller Cooperation

Share showing information in a 'did you know this about buyers' tone, rather than simply telling a seller what he must do. Explaining why these steps are important helps sellers realize that it's in their best interests to comply.

1. Consider putting showing advice on paper in an easy-to-read format. Give the seller a day or so to digest the information, then ask if he has any questions about the information.

2. Show that you respect the seller's opinions by asking what he thinks are the home's best features, then spotlight those features in a flyer or brochure that can be left on a table for prospective buyers.

Sellers usually just want to help. It's up to you to figure out a way to give them a role in the sales process, one that is truly helpful and that won't have a negative impact on showings.

Attracting Business to You Every Time You Leave the House

Provided By Realty Times
Written By Jennifer Allan

Most real estate prospecting strategies focus on the pursuit of business, or going out there and actively looking for targets to prospect. Fair enough.

But you can also generate a significant amount of business for yourself using attraction-based strategies that don't require you to pursue anyone. Imagine, a business where good prospects come to you looking for help. Doesn't that sound like fun?

If you love being a real estate agent and you know your market, you can attract business left and right, as long as you're out there in the world with your antenna up and a smile on your face. You don't need to shove your business card at everyone you meet, or dazzle them with a fantastic elevator speech. If your enthusiasm and expertise shine through in your casual conversations, the people you know and the people you meet will want to do business with you, if they have business to do.

The trick to an attraction-based real estate business is to always be doing a couple of things.

First, always be mastering your market. The more intelligently you can speak about the local real estate market, the more magnetic you'll be when you're talking to people. For example, when you're invited to a party, try to check out the market in the area of the party ahead of time. That way when you're mingling at the party and real estate comes up, you can talk about "that house down the block that's been on the market for 9 months," and you'll know why it hasn't sold. You'll also know about the one around the corner that just came on the market last week. Even if you don't use the knowledge you obtained during your pre-party previewing, karma seems to work with you and will put you in a position to use it soon.

Seriously, a real estate agent who knows his market exudes a confidence that will draw people to him.

Second, you should always be looking for opportunities to put your smiling face and your market expertise in front of other people. Now when I say this, I don't mean that you should make a nuisance out of yourself in public on a regular basis. Do that and you might find yourself avoided. Instead, open up room in your calendar for casual socializing. Accept invitations you might normally decline. Make a concerted effort to go to lunch with friends two or three times a week. Pick up the phone to ask a friend a question instead of shooting off an email. Go into the bank instead of through the drive-thru lane.

Every single person you meet every single day has the potential to bring you a paycheck. And you have no idea who that person will be. It could be your mailman, your hairdresser, or your dog-sitter. It could be the lady you sat next to at the nail salon. Every time you venture out into the world with your antenna up and a smile on your face, you could meet your next biggest client.

But, that probably won't happen if when you venture out into the world you don't come across to people as someone who loves and is good at their job. And that's not the impression you leave when you're always in sales-pitch mode. So, leave the sales pitch at home, focus on being a great real estate agent who loves her job and knows her market and stays in touch with the people she knows without ever pestering them for business and referrals. I think you'll find that you'll attract far more business than you have in the past, and have a heck of a lot more fun doing it.