It always amazes me the number of agents that do not offer the most important service you can give – accompanied viewings. Why?
What is it about this crucial part of selling a home that makes you think you have to remain absent?
How will you really know what the buyer thought of the home?
As an agent your purpose is to sell property, so how can you ‘sell’ if you are not there?
These questions and more have really puzzled me.
Vendors in some ways do have an advantage in that they know their home, but do they know how to sell it? Do they know the key rules of undertaking a viewing?
No! They are wrapped up in memories and emotion and buyers know this. Potential buyers may throw off the wrong signals in an attempt not to hurt feelings. They may also not view the property thoroughly as they may feel awkward with the vendors at home. They will most certainly not be able to discuss their likes and concerns. Vendors may also feel insecure, intimidated and sometimes vulnerable about taking strangers around their home.
Vendors are not your sales team so do not treat them as such.
Asking a vendor to show their property can have an immediate affect on your agent / client relationship.
Our business is all about people and first impressions, and this boils down to relationships and trust. The vendor trusts you to sell their home, so take a little time to understand the home and its best assets.
The trick to any selling is creating a desire. Understanding your buyer will aid you in pre-empting any questions and recommending solutions.
Undertaking a viewing
Spot the timewasters.
When you are undertaking an accompanied viewing it is easier to spot any time wasters who may have slipped through the pre-qualification net. Your time is valuable so use it wisely.
Accompanied verses Unaccompanied Viewings
In this battle there is only ever one winner – Accompany your viewings and sell more homes.