The Do's and Don'ts Of Showing A Property | Boca Raton Real Estate
Congratulations! You got the listing! Or to the inverse, you're showing a motivated buyer of means a property you think will be perfect for them. Regardless of the warmth of your lead or the natural fit you think this home presents its prospectors, it's important to gauge the temperature of the room and properly advise your client. In going over the basics, we provide a few do's and don'ts of showing a property that every Realtor should pay heed to. Read further and keep growing!
Do: Prepare/Stage The Property
This is a given if it's your listing. As much as you'd imagine empty spaces leaving more to the imagination, having furniture and houseplants in prominent spaces of the home gives the visitor an idea of what they could do. Even if the staged furniture doesn't feed into the aesthetic tastes of the home buyer, they will be able to imagine their own furniture and their own configuration, using the existing pieces to think aloud. Bonus points for taking advantage of a beautiful backyard, such as those offered in The Oaks at Boca.
Don't: Oversell The Property
You might have enthused buyers who are on the brink of buying. It may be crucial to espouse the many benefits and features of this home, especially if you feel strongly about the match your buyers present this property. However, as a Realtor, yes, selling a property is technically what you do, but you are advised to never act as a salesperson would. Avoid prattling on too much about every little feature, even if your clients stand to benefit from it. Read their body language and react accordingly, filling in the blanks when needed.
Do: Provide Handouts and Visual Aids
Handouts can be anything from a floor plan, details about the community, or even about yourself and your brokerage. They provide the client something to keep their minds active when they're done viewing, to reference when you're not present, and to give them a visual cue while touring the home. These are easily replicable, affordable means to provide another angle to your client and to speak volumes about the property without saying a word. There are numerous local print shops that can easily provide a template, edits, and fulfillment within just a few days.
Don't: Rush The Process
You may be busy, but your client deserves the time you set aside for them. Far too often, we see Realtors showing up late and leaving early, for no reason other than poor planning and taking on too much. Know the drive times it takes to get from place to place and recognize that every client deserves equal treatment and a commitment to timeliness - both when showing up and during the tour itself.
Do: Follow Up Within A Few Days
The pace of your follow-up is contingent on your interpretation of client readiness and enthusiasm. A follow-up usually is best placed within 72 hours of a good showing, most often within the next business day. You'll want to give your client the opportunity to ruminate on their findings and consider the handouts you've provided. They will need some breathing room before rendering a truly thought-out response to your showing. This is why the follow-up is so important. It demonstrates your willingness to communicate and stay on the ball and gives some space for your clients to form their thoughts and questions.
Don't: Push Too Hard
Being pushy is similar to overselling, but less about acting on available information and more about overplaying the emotions of your clients. You might show a client a sunroom that lights up their smile, but this emotional reaction is not an open invitation to push them toward a purchase. You should know your client's wants and tastes by the time showings really start to ramp up, so you should expect an increase in positive inflection over time. Showing a home is your opportunity to let the sights do the talking while offering poignant responses and well-thought answers to the questions that may arise.
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