Deb's Lake Conroe Real Estate & Stuff! : Yes's and Nope's in Real Estate Viewings~~

Yes's and Nope's in Real Estate Viewings~~

Do you move your clients along in a hurried fashion?Are you SHOWING THE HOME instead of letting them discover it themselves? Have you ever heard the song by Simon and Garfunkle with the words, "Slow down, you're moving too fast, You've got to make the moment last?"  These very words can describe a showing.

Or maybe we should call it a VIEWING? Say YES to great Viewings

Give your Clients a bit of space to enjoy their visit within a home. Just my humble opinion. After witnessing a few expedient showings of other Realtors I could pick out many "TURN OFF MISTAKES!"

THE YES'S

Yes, knock on the door, ring the doorbell, make sure it is safe and unoccupied.


Yes, agree with your Client when they oooh and awww.


Yes, keep an eye on children if they are with their parents or ask the parents to do so.


Yes, be available to answer any and all questions. Write them down if you don't know.


Yes, turn on lights and open all blinds if they aren't already. Close them before leaving.


Yes, point out benefits of the home, location, price, and any amenities they were wanting.

Yes,  let them take their time. Allow extra Viewing Time for the close matches when in planning mode.

Nope, don't do it.THE NOPE'S AND TURN OFF MISTAKES

Nope, do not walk in first. Allow your Clients to enter by themselves the first Viewing.


Nope, if you don't like the paint color keep your opinion to yourself. Your Client may like it.


Nope, don't allow your Client to let their children run. Bad idea.


Nope,  DO NOT FORGET ABOUT UNANSWERED QUESTIONS.



Nope, do not allow a viewing without lots of light and sunshine.


Nope, do not push the home. If they like it you will know. If it's not a fit leave quickly.


Nope, do not allow the extra time once they have said it's not their home. Why would you?

Now, some of my Nope Pet Peeves and a Hint...

***Nope, never, ever follow your Clients into the Bathroom. Give them that personal space! If you want to see it then by all means do but wait till they are finished exploring. No one wants to see their Realtor in their personal space the first time they remember their bath! Ha! I sure wouldn't.Oh, so this is the kitchen!

***Nope, never, ever take the lead and say something lame like and "here's the kitchen!" Gee, ya think??? What was it...was it the refrigerator that gave it away???

***Nope, never, ever take your Client's Viewing Time in a Home to talk about your personal life! PUULEASE! Let them concentrate on the reason they are there! Think back...have you ever talked yourself out of a sale?

***Nope, never, ever let your mouth run the show.

Finally, my hint. When showing ANY home and your Clients enter the living room...walk to the opposite end of the room as close to a corner as you can get. No matter the size of the home it will make the rooms look larger if you are talking to them from across the room!

Go Get Um Tigers!




 

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Comment balloon 63 commentsDeb Brooks • July 22 2011 03:03PM

Comments

Deb, I'm such a visual person, I was moving through the house with my customers in mind as I read this. I'm glad I didn't break your rules...I let them lead and didn't over state my opinions. It was a good showing!

Posted by Ellen Caruso (Daniel Gale Sotheby's International Realty) over 7 years ago

Ellen, you strike me as being more of a "thinker" than a motor mouth! I occasionally have to set my mouth on idle so I always try and keep myself reigned in! I guarantee I would be honored to have you as my Realtor!

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

I had a showing earlier today with an older couple it went very well. After reading what you wrote I did it all right! She loves the home, talked about how her furniture would fit, how they could have the dark oak white washed, she already even has her sewing room.  The kitchen was dated and she did point it out, my reply to her was, yes it is a little dated, but its clean & it goes well with the south western feel of the home, and it really did.

Pamela Lauridsen bache

Posted by Pamela Lauridsen-Bache (Century 21 Beachside, Mission Viejo Ca) over 7 years ago

True, true.  If you're running your mouth, you can't hear what the buyers are saying.

Posted by Lenn Harley, Real Estate Broker - Virginia & Maryland (Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate) over 7 years ago

Deb- and that is why they call it Showing the House... not showing the Realtor!!! Great post and will reblog!

Posted by Kathy Streib, Home Stager - Palm Beach County,FL -561-914-6224 (Room Service Home Staging) over 7 years ago

Deb: Good advise. "Feelin' Groovy" is the refrain of the song. Hope all your Buyers get that feelin':)

Posted by Steve Baklaich, Treating Buyers & Sellers to Full Service Always. (RE/MAX Results St Cloud Mn real estate) over 7 years ago

Great advice! One of my biggest pet peeves is when the agent spends the whole time complaining that they hate the area and could never imagine themselves living in the house or town. Really? How about zipping the lip and focusing on what your buyers want? Don't discourage them or give them doubts because of your personal preference. I've seen this happen one too many times for my liking.

Posted by Kim Gero, Associate Broker, REALTOR® (West USA Realty) over 7 years ago

I have always laughed at the guided tour one Deb, here's the kitchen or so true about watch the children running all around. They always go for the other kids toys.

Posted by Gary Woltal, Assoc. Broker Realtor SFR Dallas Ft. Worth (Keller Williams Realty) over 7 years ago

LOL that is some funny stuff. The sad part is you actually have to write it down, as not all follow along the lines of knowing or implementing common sense!

Posted by David Shamansky, Creative, Aggressive & 560 FICO - OK, Colorado Mtg (US Mortgages - David Shamansky) over 7 years ago

Hi Deb, As I was reading, it occurred to me to go back and hit the suggest button. Too late, already featured. And well it should it be. Interesting that the guidelines and mistakes you point out are  so common, you would have thought this practical list of do and don't should be able to be recited by anyone selling real estate. If it were true that they could, you wouldn't need the list. Thus,  the need for the list, :-) Great guide for anyone in the business. Well done!

Posted by William Johnson, San Diego Real Estate Voice, GRI CRS e-Pro CDPE (RE/MAX Associates) over 7 years ago

I learned to keep my mouth shut about paint the hard way. It was a dark purple bathroom. And they loved it. YIKES! No more! LOL!

Posted by Joni Bailey, Your Huntsville / Lake Livingston Area REALTOR® (Berkshire Hathaway Home Services - Anderson Properties) over 7 years ago

I try to read what the buyer wants. Sometimes I do catch myself saying something that is pointless...:)

Posted by Chuck Carstensen, Minnesota Real Estate Expert (RE/MAX Results) over 7 years ago

I have learned over time to NOT interject my opinions on the decor, paint, or layout unless I am asked! Great Post!

Posted by Kristi DeFazio, Colorado Springs Rea lEstate 719-459-5468 (RE/MAX Advantage) over 7 years ago

Yes!  A great post, Deb, reminding us.  I am such a grandstander, it was hard for me to learn to shut up and let them show me the house.

Posted by Virginia Hepp - Mesquite NV REALTOR, Mesquite NV Homes and Neighborhoods - Search MLS (ERA - Mesquite NV Homes For Sale) over 7 years ago

The one that drives me crazy as it does you......And here's the kitchen or here's the living room. Really?  Are you sure!!!!  When I see this on HGTV I wonder why they picked those agents!!

Posted by Anna Banana Kruchten CRB, CRS 602-380-4886, Arizona's Top Banana! (Phoenix Property Shoppe) over 7 years ago

Deb,

Though I am not a Realtor I have bought and sold a few homes and what you outlined make such perfect sense. There is a lot to take from that in many professions.

Posted by Donald Hester, NCW Home Inspections, LLC (NCW Home Inspections, LLC) over 7 years ago

Great post Deb!  And I definitely remember the song... Feelin' Groovy... I sang it in a 3rd grade talent show many moons ago!

Posted by Melinda (Mel) Peterson, Curator of Happy Endings (Real Estate Cafe LLC) over 7 years ago

I like the last tip about standing at the opposite corner of the room. Thanks!!

Posted by Mo Thweny, Your Realtor in West Bloomfield (Real Estate One http://www.GetListed-GetSold.com) over 7 years ago
Great post, Deb! I love the last tips.
Posted by Mike Yeo (3:16 team REALTY) over 7 years ago

What a great list of dos and don'ts. Some were obvious and I already knew them, but I hadn't heard the hint about walking to the other corner of the room. Thanks for sharing.

Gretchen

Posted by Mel Ahrens, MBA, Kelly Right Real Estate, Customized Choices for your Real Estate Needs (Kelly Right Real Estate) over 7 years ago

Deb, excellent avice, but I especially love the last tip about talking from across the room.

Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) over 7 years ago

Sometimes it's just best if we shut up and let the house speak for itself.

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) over 7 years ago

One of my favorite buyers refers to our home tours as viewing homes!  Great post!

Posted by Sharon Parisi, Dallas Homes (United Real Estate Dallas ) over 7 years ago

Excellent post Deb!  It's funny, maybe we know we've been doing this too long when we forget the basic rules.  Thanks.

Posted by Adam Mallory, Broker, ABR, e-Pro (eBroker Real Estate 619-566-ADAM) over 7 years ago

Great post!  Thanks for the reminder!  I always get a chuckle when the home shows agents say things like "and this is the kitchen."  Very funny!

Posted by Liz Johnson, Realtor Selling AZ Homes ~ Chandler, Tempe, Marico (Keller Williams Realty East Valley) over 7 years ago

Pamela! Great job! I feel good about most of the "Viewings" although there are many I would have changed. I hope you get a contract on it! If not that one then a much more expensive one...LOL...

Lenn, yes ma'am. It goes back to the two ears and one mouth theory!

Kathy, LOL, showing the Realtor. That's funny. I'm going to remember that one!

Steve, don't you love how old songs really tell the truth about things. With a great "viewing" I always end up Feeling Groovy!

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Kim, isn't that scary? It's not even legal to talk about the neighbors or neighborhoods to potential clients let alone when you aren't even questioned! Bad mouthing anything or anyone is the Worst! I would have to say, "shut up please". Or, something worse.

Gary it drives me nuts to see people that don't pay any attention to the kids! One couple actually showed up for an Inspection and were letting their kids swim in the river while they were talking to the Inspector! Thought I would have a nervous breakdown! I could see the headlines...NO, nevermind. I CAN'T GO THERE!

COMMON SENSE OFTEN TIMES FLYS OUT THE WINDOW WHEN YOU'RE NERVOUS...OR TOO RELAXED. EACH VIEWING SHOULD BE HANDLED WITH KID GLOVES. YOU ARE RIGHT ON

William, awwwww...thank you for the thought and the complements! You know, even the basics need review now and then by all of us. By writing it all down it helps me to keep myself in line! Hope you are doing great. I am always pleased when you come by! Hugs...

Joni, I've done the same darned thing. I have opened my mouth much too much once in a while. It's called learning it the hard way! I stay quiet till I hear the Client's opinion now. Yikes is right. But, PURPLE?

Valerie, thank you so much! I always do this in most every room except the bathroom! LOL

 

 

 

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Hi Deb--read this post on Kathy Streib's reblog.  After spending two winters looking for a house on Maui I've seen and heard both types.  The second time our Realtor showed my husband and I the house we bought our Realtor said, "I don't see you guys living here."

Posted by Janet Jones, Home Staging, Interior Redesign Kihei, Maui, Hawaii (Just Your Style Interiors, LLC) over 7 years ago

Great advise - I find it funny when you attend a showing with your buyer and the listing agent is the one that talks and talks and talks - then they wonder why their listing is still on the market and hasn't moved. 

Laurie

Posted by Laurie C. Bailey-Gates, ABR, SFR (Robert Paul Properties) over 7 years ago

This article is nothing short of spectacular!  Thanks so much, Deb!  The one thing I'm guilty of is entering the house before my clients.  Never thought of that!  Also, as others have mentioned the tip of walking to the  other side of the living room is awesome.  Please keep the posts coming as they occur to you; this was great stuff and consider me a new follower!

Have a wonderful and productive weekend!

Posted by Antoinette Scognamiglio, GRI, ASP, CNBS, Relocation Specialist, Morris & Sussex County, NJ (Coldwell Banker Realtors) over 7 years ago

Perhaps this will send the point home from my two pals who graduated Forest Hills Highs school in Queens back in the day: 

http://youtu.be/TJBhdKrwTOc

Posted by J. Philip Faranda, Broker-Owner (J. Philip Faranda (J. Philip R.E. LLC) Westchester County NY) over 7 years ago

Deb, good point keeping your personal opinions to yourself. Let the buyers decide for themselves.

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA over 7 years ago

I have been guilty of talking too much.  :)  Great list.  I like the idea about the living room too.  Well done!

Posted by Amanda Christiansen, Christiansen Group Realty (Christiansen Group Realty (260)704-0843) over 7 years ago

Deb, Thanks for this post.  There are too many in our business who don't use these common sense "rules" for showing a property.  I've seen more than a few just blow through a listing and break every point that you make here.  It's amazing to watch.  Frustrating too.

Posted by Ralph Janisch ABR CRS Broker, Selling Northwest Houston to good people like you! (Janisch & Co.) over 7 years ago

Excellent points Deb.  There are some many times I have to stuff a sock in my mouth to not exclaim how ugly the wall paper is because sure enough, the client will love it.  Just better to let them make the comments.

Posted by Paula McDonald, Magnolia Realty ~ Granbury, TX 936-203-0279 (Magnolia Realty ~ Granbury) over 7 years ago

Deb: I like to listen and observe which does not come easy as I am a talker. My favorite is an agent on a first time showing with new clients and the agent says to the client, this is you, I can see you in this home. The agent met this person today and says this is you.

Posted by Surprise Arizona Realtor Jim Braun Sun City Grand Active Adult Communities, Surprise AZ real estate Phoenix West Valley (Coldwell Banker Residential Brokerage Jim Braun Sun City Grand Az ) over 7 years ago

Thanks for the post Deb. Great tips. Communication is the key - listen to what your clients say.

Posted by Melissa Juarez (Massachusetts Buyers Broker Agency, LLC) over 7 years ago

That is why I hate House Hunters.  Those shows are the reason the public doesn't see our value.   Hello, I pointed out the kitchen in 3 houses, the buyer chose, we closed escrow and I got paid.  Yea, and monkeys might fly out my ears.  Just sayin!

Posted by Jeanne Gregory, RE/MAX Southwest over 7 years ago

And now the strains of "The 59th Street Bridge Song" will be in my head all day. Hard to be Feeling Groovy in this crazy heat, but we keep trying. This is a great post, with some fresh new ideas. Okay to reblog?

Posted by Anne M. Costello (Weidel Realtors) over 7 years ago

Some really good insights that I had never actually put into thought.  Congrats on the feature!

Posted by Mimi Foster, Voted Colorado Springs Best Realtor (FALCON PROPERTY SOLUTIONS ) over 7 years ago

THis is a great list, Deb. The only time I step in and move them along is when the schedule is becoming a problem and we need to get to the next appt. by a specific time. Generally not an issue. I always ask if they are done before we head out.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) over 7 years ago

Good basics and I really like your hint about talking to them from across the room.

Posted by Retired Notworking over 7 years ago

Chuck, we all do that at times! Nothing and no one is perfect! I have to readjust my own patterns at times too.

Kristi, me too. I learned that the hard way!

Virginia, a grandstander huh? I understand. When I open the door into what I think is the perfect home for my client I usually do a little, "TADA!" and then see if I was right with their reactions. I'm usually pretty spot on!

Anna, most of those episodes turn my stomach! I'm with you. Where do they get these agents? Ug

Donald, thanks for seeing the value. We need to step back and give the space they need to think and absorb.

Mel, do you have pictures? That would make a great story for Diary of a Realtor!

Mo, thank you!

Mike, thank you!

Gretchen, I try and review what I did well and what I could have done better.

Sharon, it really works with or without furniture!

Tammie, I like that comment! Thanks a bunch~very astute.

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Sharon, it sounds better doesn't it?

Adam, it always help to have refreshers! At least I know it does for me~

Liz, it drives me crazy when they say things like this.

Janet, isn't it fun to be on the other side at times? I love to evaluate others to implement what was good in my own style and practice~

Laurie, how can one think about the home is they are busy hearing the yakkety yak?

ANTOINETTE, thank you so much and I'm tickled to meet you! I shall follow you too and we can get to know each other better. I appreciate the kind words my friend! Talk to you soon.

J.Phillip, I will get to the link as soon as I can. Give me a hint to what it is? Thanks.

Michael, our opinion mean NOTHING till we are asked for one!

Christiansens! I have too. My motor mouth has had to LEARN to sit on idle! Ha!

Jean and Ralph! Frustrating is right. Makes you wonder if the client ends up with the right house? Who would know?

Paula! LOL...me too. Especially when the client says, "oh, don't you love it?" I guess that's called a white lie?

Jim...Hahahah...yep. How on earth would they have a clue?

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Melissa, two ears and one mouth!

Jeanne, yep you aren't kidding. They leave all the personal service and caring out of the entire show. They make us look like robot sharks. Ick.

Anne, reblog it reblog it! I have no problem with that at all. Now, explain the bridge song to me?

Mimi, thank you my friend!

Jeff, yep. Sometimes we have to do that and I always offer to re-show at the end of the day if they felt it might be "the one".

Colleen, thank you. It works very well to help the client gain perspective for the depth of the space!

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Deb -- Great post.  I JUST used your last trick on showing the other day. It's a good way to show the room size.  I also then ask the client to join me there and look out from that perspective instead of just looking in to a room.

Posted by Barbara Altieri, REALTOR-Fairfield County CT Homes/Condos For Sale (RealtyQuest/Kinard Realty Group, Fairfield and New Haven County CT Real Estate) over 7 years ago

Barbara! You are a "smart cookie" my dear. Pointing out the high points is the right thing to do! I hope it turns into a sale for you. Let us know. ;-)

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

I love children. I have children. That said, some clients just seem to let their children run amok during showings and it is nerve wracking for me having to herd them.

Posted by Erica Ramus, MRE, Schuylkill County PA Real Estate (Erica Ramus - Ramus Realty Group - Pottsville, PA ) over 7 years ago

I agree with alot of this...but I will say, I always enter the home first. I've found dogs, bugs, home owners who just didn't answer the door. I always check before I allow my clients into the home.

Posted by Karen Fiddler, Broker/Owner, Orange County & Lake Arrowhead, CA (949)510-2395 (Karen Parsons-Fiddler, Broker 949-510-2395) over 7 years ago

Deb-great blog with great information! Sometimes I find myself upset wishing I had not talked so much, well maybe all the time. I'm definitely going to absorb this advice.

have a great day-Jon

Posted by Jon Kolsky, Licensed California Real Estate Broker (Kolsky Realty & Management) over 7 years ago

Deb - these are such great tips. Some of them I've thought of and some of them had never occurred to me. However, on an occupied home when there is someone there or may be, I always enter first to run "interference" and introduce them. On a vacant home, I hold the door open and allow them to enter first.

Posted by Shannon Jones, Long Beach CA Real Estate (The Shannon Jones Team) over 7 years ago

Hi Deb,

 

If the likes and dislikes have to be pulled out of the buyer then it is time for the "why are we here meeting".  If they can't tell us what they are looking for, how can we help?

Posted by Pat Zachow (HomeSmart) over 7 years ago

Deb, great list of tips. I think the only one I'm really guilty of sometimes is talking too much. There's a second reason to let them walk into the house first, expecially if it's been vacant a while. They get to take out the cobwebs for you!

Posted by Eric Michael, Metro Detroit Real Estate Professional 734.564.1519 (Remerica Integrity, Realtors®, Northville, MI) over 7 years ago

Good list of do's and don'ts.  I like to use the showing time as an opportunity to get a true sense of what my clients like and what get's them excited. 

BTW - why do you like the Detroit Tigers if you live in Texas?

Posted by John Davison, Raleigh-Cary-Triangle NC (Coldwell Banker) over 7 years ago

If there is a pet on the premises I walk in first--otherwise it is always clients before agent.

Posted by Norma Toering Broker for Palos Verdes and Beach Cities, Palos Verdes Luxury Homes in L.A. (Charlemagne International Properties) over 7 years ago

Great tips, Deb. Let the client have a moment with the house and stop yacking so much about you. :)

Posted by Loreena and Michael Yeo, Real Estate Agents (3:16 team REALTY ~ Locally-owned Frisco TX Real Estate Co.) over 7 years ago

If, on a tight tour schedule, I will suggest we "move" a little fast.  Only because the owner occupied properties will be on an appointment with most sellers leaving as a courtesy.  I suggest, prior to even starting the tour, that we can always re-tour and see the properties that stand out. 

Posted by Carla Muss-Jacobs, RETIRED (RETIRED / State License is Inactive) over 7 years ago

Erica, I also love and have had kids! Mine were much better behaved than many I have witnessed! WooHoo!

Karen, I do always peek into the home to make sure it's approachable as we get a great idea from the pictures what to expect and if there's a dog we know about it up front! Sometimes it's a TADA moment and others...a let down!

Hello Jon! So, you're a chatterbox? Me too. I have to lock the lips on occasion.

Shannon! Thanks. Yep, if there are people that come to the door then I do introduce them although that rarely happens here. Even the elderly are good about allowing entry without bother and will remain quietly on the porch. I usually introduce them outside. In Texas it's usually never to cold!

Pat, good point! I don't shop well without direction!

 

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Eric, you are not the only one. I tend to get as excited as they do! It's tough sometimes.

John, what's wrong with Detroit? I'm truly a Texas fan...all of them! LOL! Go Get Um Tigers!

Norma, good choice. I don't and sometimes won't show a home if the animals are loose. I love them but you never know how the Client will react!

Loreena, yep. Or even talking about ANYTHING! How can they concentrate on what they are looking at with chatter going? Good to see you here.

Carla, and offering to take them back is a sure fire way to know whether you are close to a commitment or not!

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Because I show so many vacant homes, I walk into those first for safety purposes.  I love your tip about standing across the room in a corner to make the room appear larger or at least give them a perspective of the size of the room.   Great tips!!!!

Posted by Barb Merrill, GRI, Associate Broker (Cactus Mountain Properties, LLC) over 7 years ago

I don't think I've ever followed a client into a bathroom. That could be awkward. But I've had seller try to run the showing and it never goes well for them. It always makes me wonder if their agent told them to leave the buyers alone during the showing.

Posted by Nathan Tutas, Your Central Florida Real Estate Expert (Tutas Towne Realty, Inc.) over 7 years ago

Barb, the high dollar vacant ones I show rarely need monitoring, in fact I don't ever remember having to but some of the occupied homes I worry about! See...that's why RE is local. Do what you feel comfortable with but you don't look like you could protect anyone from much of anything you girly girl!

Nathan, I show houses with bathrooms as large as my bedroom and it's a temptation to take the whole fam damily in! Little ones are a no brainer but when they are 25 feet long it's a temptation.

Posted by Deb Brooks (Brooks Prime Properties Wichita Falls Texas) over 7 years ago

Thanks Deb, great information.

Posted by John Ashley (Keller Williams) over 7 years ago

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