Realtor Showings 101 | How to WOW Buyers & Close Deals Faster!
As a real estate agent, showings are your chance to shine. A well-executed showing doesn’t just allow buyers to explore a home—it creates the opportunity to build rapport, highlight key features, and potentially seal the deal. Whether you're new to the industry or looking to refine your skills, mastering the art of showings is key to your success. Here’s a step-by-step guide to scheduling and conducting showings like a pro.
Why Showings Matter
Showings are much more than just opening the door to a property. They are a powerful opportunity to create lasting first impressions. A well-planned showing:
- Increases buyer confidence by presenting properties in the best possible light.
- Helps build rapport with clients, demonstrating your professionalism and attention to detail.
- Creates a sense of urgency and excitement about the property, which could be the nudge buyers need to make an offer.
A smooth, well-thought-out showing can turn a casual house-hunt into a serious deal.
Pre-Showing Preparation: Laying the Groundwork
Before you even step foot in a property, ensure you're fully prepared to deliver the best experience for your clients:
- Confirm Buyer Criteria: Ensure you’re clear on the buyer’s budget, preferred locations, and any must-have features.
- Plan Efficient Routes: When scheduling multiple showings, group them geographically to save time and ensure a smooth day.
- Research the Property: Review each property’s disclosures, features, and comparable sales to better educate your buyers.
- Verify Showing Instructions: Always double-check lockbox codes, entry instructions, and any special rules from the seller (e.g., security protocols or shoe removal).
- Prep Your Clients: Let them know what to expect during the showing. This way, they’re mentally prepared and can focus on evaluating the home.
Scheduling Showings Efficiently
To avoid chaos and maximize your time, use MLS or showing apps like ShowingTime or BrokerBay. Here’s how to keep your schedule in order:
- Check for Special Instructions: Some listings have unique showing requirements. Always call the listing agent to confirm any special conditions.
- Group Showings: Whenever possible, group showings geographically to avoid wasting time driving between properties.
- Confirm Appointments: Ensure you’ve confirmed times with buyers and that everyone is on the same page.
- Have a Backup Plan: Things happen—appointments can get canceled last minute. Always have a backup showing ready to go.
Best Practices for Showing Day
The day of the showing should run like clockwork. Here are some essential tips:
- Arrive Early: Make sure you arrive early to check the property’s condition and make sure it’s ready to be shown.
- Set the Scene: Turn on lights, open blinds, and set a welcoming atmosphere so buyers feel comfortable as soon as they walk in.
- Respect Seller’s Instructions: If the seller has specific requests (e.g., shoes off, no pets inside), make sure to follow them.
- Give Buyers Space: Let buyers explore the home freely but remain available to answer questions. Observing their reactions will give you insights into what excites or concerns them.
Guiding Buyers During the Showing
As the agent, your job is to highlight the features that matter most to the buyer. Here's how to guide the process effectively:
- Start with a Brief Overview: Give a quick introduction to the home, pointing out the layout and key features.
- Match Features to Buyer Criteria: Emphasize the features that align with what the buyer is looking for.
- Let Them Explore: Give buyers space to envision themselves in the home, but be ready to offer insights when necessary.
- Ask Open-Ended Questions: Encourage feedback by asking questions like, “What do you think of the layout?” or “How does this space feel to you?”
- Address Concerns: If any concerns arise, address them promptly and highlight potential solutions. For example, if the layout isn’t perfect, suggest renovation ideas.
Handling Buyer Objections: Stay Prepared
During a showing, it’s common for buyers to raise objections. These could range from concerns about price to the home’s condition or layout. Here’s how to respond:
- Price Concerns: Offer data-backed answers, such as comparisons to similar properties in the area.
- Layout and Condition: If the layout isn’t ideal, suggest potential solutions (e.g., remodeling options). If the condition is a concern, point out any recent improvements or negotiate on price.
- Location Issues: Provide context about the area (e.g., upcoming developments, school districts) that might alleviate location concerns.
Remember to distinguish between deal-breakers and minor issues that can be addressed through negotiation or renovations.
Next Steps After the Showing: Keep the Momentum Going
After a showing, your work isn’t over. Take these steps to keep the process moving forward:
- Get Feedback: Ask your buyers for feedback on the home to gauge their interest level.
- Review Pros and Cons: Go over what they liked and disliked to help narrow down their options.
- Discuss Next Steps: If they’re interested, talk about making an offer. If they’re still undecided, schedule more showings or offer alternative options.
- Send a Thank-You Message: Show appreciation for their time and keep the communication lines open for future questions.
Common Mistakes to Avoid
Even seasoned agents can make mistakes. Here’s a list of common pitfalls to avoid:
- Not Confirming Appointments: Always confirm showings in advance to avoid surprises.
- Arriving Late or Unprepared: Arriving late or failing to set up the property can leave a bad impression.
- Overloading Buyers: Don’t overwhelm buyers with too many properties in one day. It’s better to focus on quality over quantity.
- Talking Too Much: Give buyers the space to explore. Too much talking can detract from their ability to form their own opinions.
- Ignoring Body Language: Pay attention to how buyers react to different homes—this can give you valuable insights into their preferences.
How to Level Up Your Showings
To take your showings to the next level, consider these strategies:
- Know Your Market Inside and Out: The more knowledge you have about the local market and neighborhoods, the more you’ll impress buyers.
- Provide Neighborhood Insights: Don’t just focus on the home—share valuable information about the surrounding area.
- Use Technology: Leverage tools like video recaps, virtual tours, and digital brochures to enhance the showing experience.
- Create a Smooth Process: Streamline your scheduling and follow-up process to make everything as efficient as possible.
- Treat Every Showing as an Opportunity: Every showing is a chance to impress your client and build trust, so approach each one with enthusiasm and professionalism.
Final Thoughts: Elevate Your Showing Game
Showings are much more than just opening doors—they are strategic moments that can make or break a deal. By preparing properly, guiding buyers with confidence, and handling objections effectively, you’ll be well on your way to closing more deals and building lasting relationships with your clients. Mastering the art of showings will help you elevate your real estate career and deliver exceptional service to every buyer you work with.
Thank You & Call to Action
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