Selling Soulfully with Jennifer Allan

Driving the route ahead of time makes a lot of sense, not only to keep from looking silly and getting lost, but what if you are driving by FSBO signs?  dont want to lose that buyer, either avoid them or see if you can take a 1 day listing and add that to the list!  Knowing your product is such an important piece of any business

Absolutely preview.  If you eliminate a house from a tour, just let the buyers know what the disqualifying factor(s) was.

In fact, agents should be previewing about 20-25 homes in their market area every week anyway, with or without a buyer.

Jennifer,

Fortunately for me I live in a small town and we do go on tour which is a great investment of our time...and I like Robert's point too....good idea to know if there are FSBO in the area too.

Good stuff J.  Knowledge is power.  You're giving newbies power, but they are receiving power by being the most knowledgable realtor in their neighborhood.   Let's face it.  If you're new, you have time to preview.  And it's a good use of time.

Jennifer, you are so right. Know the home you are showing and know what is being sold in the neighborhood even FSBO as Robert mentioned.

Bettina

I try to preview most of the homes we are going to see unless I have the occassional buyer who gives me a list the morning of. Plus, it keeps you from getting lost on the tour (which I have done when I first started- never again!)

It's a great suggestion.  I preview homes whenever possible.  I attend broker and public opens, and broker caravans. Some seller occupied homes are tough to preview though.

That is spot on. I might add a helpful tip. On the Iphone you have a free app called Around Me. It GPS's you and then finds supermarkets, hospitals, coffee shops, banks, restaurants and more, and it gives the distances from the point. When showing you can add to the buyer, you know, a major hospital is just .5 miles away. If your child had an emergency, you have the best facility in town just minutes away. It is more than just finding the right house, it is knowing the landscape.

Absolutely. It impresses the buyer that you already know so much about the neighborhood and house, and prevents embarrassing little discoveries.

Hi Jennifer,  Actually, this is great advice for " experienced " agents also.

I preview all the time to know my market and also because I have the worst sense of direction! It is a joke around my office how easily I get lost!

Hello Jennifer, more great information to make us all better at what we do! Thanks.

Looks like a good series.  For sure dont act like you know the house and then get to it and find its totally different.  I used to do a lot of previewing.

In the begining I previewed like crazy and it was helpfull.  I also pre-drove the showings, because if felt worse getting lost than, showing a lousy homes.  My GPS takes care of most issues with the route, I don't preview as much anymore, but with certain buyers I will.

One other thing with rookies, DON"T fake it till you make it. I hear that nonsense all the time and it is glaringly obvious to everyone involved when that is happening!

Wow - since the Notify of Comments doesn't seem to be working, I had no idea there was a Gold Star on this one! Thanks!

Robert - Nothing worse than looking silly, especially for a new agent who already feels silly enough!

Lenn - Have you ever noticed that the house you ALMOST rule out is the one the buyers love?

Lori - I'm so glad my office doesn't tour - but in a small town I can see where it would be a good use of time.

Larry - Knowledge IS power! And rookies need as much of that as they can get.

Bettina - Exactly!

Kristi - I remember when my first agent got lost showing us houses - she was so embarrassed. I swore I'd never let that happen to me (but of course, it did).

Margaret - Here in Denver, all homes are fair game for previewing. I'm SO glad!

Joe - GREAT point!

Russell - I hate that line - it's so disrespectful to someone who has entrusted us with their business.

Brien - I usually still preview before my first time out with a buyer. Whenever I don't, I wish I had!

Chuck - Good point - you look pretty silly when you try to fake it... and get caught!

Craig - you're welcome!

Russell - Luckily, my market is easy as pie to get around in. But put me in the suburbs or the foothills and I'm a mess!

Bill - absolutely. I still preview regularly.

Tim - So true - and I SO hate being embarrassed...

During the slow season (winter here in Oregon) previewing all my buyer homes is easy, but during our "feast" time of the summer, it becomes extremely difficult to preview all homes. 

If you are an active buyer agent you will be able to see many homes just with your clients which you can cross reference for other buyers, but it isn't always practical. Only so many hours in the day.

I also take one last look at the MLS before heading out with a client to see if anything new came up since we talked. 

Generally speaking, when practical, you should always preview.

Jennifer, great tips. Even the old pro's preview homes. I am on my way out to our property tour today. I think that tours are the fastest way to learn the market place.

Preview is a great idea!! When I started my BIC told me to preview 10 homes a week!! I thought she was crazy -- but it works.  Plus I have my web address on my car and the neighbors remember me.  Drive the neighborhood ahead of time!! GPS doesn't always work -- and the new streets aren't always there -- Plus you look more professional if you know where the grocery store is or are familiar with the "back way" into a subdivision. Jennifer  

Some of the summer rental properties are only available for showing, much less previewing, 4 hours a week on turnover day!  My back up plan when I cannot get in to preview:  I call the agent and ask very pointed questions.  I have always gotten honest answers.  But they do represent the Seller so the pointed question part is important!

I love to preview homes- after all, isn't that one of the reasons I became a realtor- I like to look at houses.  Many times though it's impossible to preview, like when a buyer only gives you less than a days's notice and a list of 5 houses to see. Great advice though.

Jennifer, I used to think that previewing was a waste of time, but you are so right in how much this helps to get your clients to the right property quickly. Well said.

Hi Jennifer!  I think previewing the home is the key!  You may not eliminate it based on a preview but you know much more about it to assist your client!  Thanks!

Great advice, Jennifer!  I am one of those "rookie" agents that want to learn as much as possible - I've only sold about 10 homes through my 2 1/2 year career.  I think this is a great series and great ideas.  I look forward to reading more of your advice!!  Thanks!

Jennifer - preview is so important - not only just to know the inventory in general, but to preview the homes you are going to show. And driving the route in advance is also a good idea - even with a GPS.

Jennifer, I didn't preview because I thought it was a hassle, but I see how important it is to know the inventory.  The only downside is the Listing agent and the sellers get get excited.

Deborah - I know - I always feel bad when I get feedback requests asking if I have a buyer... but luckily here in Denver previewing is a totally accepted practice.

Sharon - STay tuned for tomorrow's blog - a GPS doesn't really help as much as we'd like it to when trying to look confident in front of buyers.

Sean - Stick around! I'm SO glad you want to learn - it'll make your career much more fun.

Margaret - yeah, that's a special situation. Do the best you can, eh?

When you preview you can save the best for last when showing. I try to do this as often as possible. Solid post

Jennifer - great tips and post! It's also helpful to ask the listing agent any unique information that is important to share with the potential buyer.

Good advice for both the new agents and the experienced agents.

Great advice! We often just dive in w/ new buyers hoping to strick gold. If I knew every buyer I met was true I'd be more picky I beleive.

Jennifer - I like this advice. Nothing can zap the beauty of a gorgeous, well-priced listing like the smell of cigarette smoke! Previewing also helps newbies with the little things like getting comfortable with opening keyboxes. Great series - I'm looking forward to more!

I like to preview homes and your advise is spot on!  It saves ME so much time.  So many buyers like to dink around in homes that they obviously aren't going to buy.  I previewed 10 one day last week for a buyer, but only went in 3.  I could tell from the street they were NOT going to like it...(wood windows, rotted wood, unsightly neighbor or whatever). 

When I"m really really busy I don't have time, but it sure does help if we can preview.  Makes us look like we know everything, doesn't it? lol..we do!

Jennifer,

Only one time in over 10 years as a Realtor did I sell a home without the Buyer seeing it....much against my wishes.......it did work out, but I do not recommend

While I usually don't preview in advance, I can certainly see how it would help an agent from being surprised. It's important for me to feel in control of the showing process; so, if this can avoid being caught off guard, then it may be worth implementing.

I went out to preview a home yesterday.  Lovely old home.  Ratty apartment building right across the street.  Houston has no zoning laws. You need to preview here!

Jeanne - EXACTLY!!!! That's the kind of thing that makes previewing necessary, at least in non-tract neighborhoods.

Stephen - I'm surprised that as a buyer's agent you don't preview. Is it not common there?

Dan - I'm not saying that a buyer should buy sight-unseen - just that a new agent might not want to SHOW sight unseen!

Elizabeth - I so agree! If I can rule out 5 houses, I've saved us both time.

Great advice Jennifer.  There is no substitute for walking though a home.  It's amazing what it reveals.

Jennifer - Again I agree with you!!!!  Very Good advice for anyone but especially for Rookies!  If I am showing property out of my "comfort" range I will still drive the route and preview.  And another thing I do for all of my Buyers when I am showing them for the 1st time and/or showing them several houses - I make them a "Showing Sheet/Schedule" with the address, MLS# & price.  This is the cover sheet for copies of all of the MLS Listing Sheets - I clip to a clipboard and give them a pen.  This they can use to make notes and it reminds them where we went and in what order so they can talk & think about the houses when they go home.  Of Course I am always amazed at the Buyers that leave it all in the car when they are looking at the house!!!

Thanks - Kathy

I remember showing property to a client 20 years ago (who has since become one of my best clients) looking for a second home. As we passed certain homes I commented on why I wasn't showing that home. The prospect asked to see a couple of them, then determined that my assessment was correct, and the trust began.

Jennifer - Previewing is part of doing your homework and knowing your product and being prepared for the appointment.

I have found that if I preview and rule out houses, my buyer has been looking at them online and WANTS to see them. It seems that more and more buyers are online looking at photos etc and they have their own ideas about what they want to see.  i agree that it should save time to preview but man what I am seeing and getting is that buyers want to see them all.

Judy -  I agree and if my buyer gives me a list, I'll honor it. But I will try to do what Sharon suggested above and look for opportunities to demonstrate my good judgment!

James - seems obvious to me, too!

Sharon - I LOVE it when that happens!

Kathy - I'm not a note-taker, so I would be one of those buyers who leaves it in the car. Don't let it bother you! I'm sure they still appreciate it.

Chris - Absolutely!

Jennifer.. Great information.

I was tought to drive different routes to look for new business opportunities

Hi Jennifer; I agree that previewing is key - no matter if you are new or an old hand. With all the REO properties some of them need major work. I have modified things a bit though. Now I go ahead and show most buyers a few of the dumps! My buyers were starting to think all the houses were good! Once they saw a few of the bad ones initially they started moving faster when  a good one came along!

Jennifer, you're so right.  I typically route stuff out on paper before we head out but after my last experience, driving is prior to is best. 

I was working a new homesite and some out of town buyers came in.  I looked at my laptop to find the homes in the subdivision they would be interested in and we took off.  It was a small circle and a cul-de-sac. Nothing large.  One house I could not find to save my life.  I know they thought I was just plain stupid but I made a joke about it and they laughed with me.  Later, I got a chance to talk to another agent about the incident and she told me that house was not even built yet.  It didn't exist.  I didn't read the entire MLS sheet, I just glanced at the photo (usually they are drawings or list under construction if they aren't built yet) and the address and off we went.  Won't make that mistake again! lol

Great advice.  Even for those that are not completely new, being updated on homes is good, the more knowledge we all have, the better.

Great advice Jennifer.  I've been previewing several houses a week in addition to what we caravan, well, mainly because I'm not working with any buyers yet and have plenty of time. 

Margaret, one of the things that I learned in school was to try to preview seller occupied homes that have been on the market for a while and may be expiring within the next month or so.  Great chance to build a little report with them!  Explain that you preview your houses before you take your buyers out so you show them the houses that best suit their needs.  I usually go out later in the week and say that I have buyers coming down that weekend.  Talk to them a little bit so they get to know you, like you, and remember you.  Don't mention anything about taking over the listing after it expires! Then watch your MLS and if you see it expire, you already have a foot in the door.  Oh, and if they ask why you never brought around your seller, say something like they got laid-off and can't move at this time, not that they didn't like the house. 

Lisa - I always find that when I preview, I meet someone very soon for whom the knowledge I gained is useful! It's good karma, I swear.

Heather - Yes!

Sheila - that's hilarious!!!

Eileen - I agree - dumps are important to check out, too... but not if my buyer tells me specifically that they want something perfect.

Roland - Driving different routes also helps you learn a neighborhood more intimately.