My Home Alerts

Log In

866-216-1730

Commonwealth

The Commonwealth Blog

Monday, October 16, 2017

How to Make Buyers Feel Welcome When Showing a Home

As a buyer’s agent, it’s your job to help your home buying clients feel at ease when viewing properties. Whether you’re taking them to various open houses or going to private showings, it’s important to ensure they feel welcome at every stage. Understanding your buyer’s needs and guiding them through a home will help them make informed decisions.

Following these tips will make your home-showing process smoother and more efficient, helping your buyers think about making an offer on the home they truly want:

Make Sure They’re Prepared

Especially when working with first-time homebuyers, it’s important to educate them about how the home buying process works. Talk to them about financing, preapproval, and how to make a competitive offer. If your buyers haven’t performed the necessary steps to start looking at homes, like getting prequalified and determining a budget, it might be wise to wait before going to look at properties.

Organize Your Information

You can’t have too much information for your buyers about the homes you’re touring. Floor plans, inspection reports, and historical surveys, including census data, can all be useful. Make sure you’re ready to answer questions about the neighborhood and specific homes when you get there for the tour. Have a copy of important documents ready for your clients and yourself, and provide them with a clipboard for notes.

Be an Objective Consultant and Don’t Oversell

When starting off with a client, you’re learning their tastes and needs in a home. Even if they’ve given you a list of must-haves, private showings are the only way to truly gauge their interest. Work to help your client find the perfect home for them, instead of trying to sell them on each home you visit. Overselling a property or employing too many closing techniques can lead to deals that fall through and stop you from building trust with your buyers.

Help Them Imagine Living There

As a Realtor, you have experience visualizing how a home can look in various configurations. Even a staged home still benefits from some creativity and imagination. Start off by ensuring the home is ready for showing when you get there: the lights are on, blinds are open, the air conditioning/heat is working, etc. When you walk through, offer advice to help your buyers envision living there. Tailor this to their specific lifestyle (i.e., an extra bedroom could be a nursery, game room, or man cave, depending on the client).

Give Them Enough Space

After the initial tour, allow your buyers to explore alone. They can discuss the listing together and then bring up any concerns with you later. This time can lead to dialogue and help you better facilitate their home purchase. Continuing this discussion throughout the homebuying process helps your clients feel supported and helps them remember which properties they like and dislike.

Keep Lines of Communication Open

Whether your clients are first-time homebuyers or veteran purchasers, be ready to discuss listings with them and offer them opportunities to schedule return visits. Offering meetings, phone calls, and email discussions can establish trust with your buyers, helping lead to a sale.


Loading Property Compare
Perfect Fit Buyer Registration
Request a Home Evaluation

Mobile Search

Use any internet enabled phone to search every home for sale in our area! More

Homes Like Mine

Find the approximate value of your home by comparing your home’s criteria to homes that are currently for sale.

COMPARE NOW

FREE
Home Updates

SIGN UP

This Week

Open Houses 1967 New Listings 1085 Bank Owned 870

These Listings Updated Daily

 

Boston Real Estate by City

Commonwealth

 

Century 21 Commonwealth | 10 Michigan Drive Natick, MA 01760 | Phone: (508) 810-0700
Copyright © 2017 All rights reserved. | Terms of Use/Privacy Policy | Agents Only | Library
Built and powered by Constellation Web Solutions