The DCAB showing theory really works! Try it!

I have been using the DCAB showing theory and it has cut my showing time way down! There is a psychology behind showing homes in a particular order. Just think about it- no one ever wants to buy the first house they see and if you save the best for last, buyers subconsciously think that the next home will be even better. I'm sure some of you are aware of this system but I thought I would share it just in case it helps someone else. Say your buyer wants to see 4 (or more if you plug them in the middle) homes. I know it is hard to evaluate exactly what someone will like but based on your initial client interview, try to take them to the one they will like least first (D). Then show the home that's a little better (C). At this point they may feel a little discouraged but now show the best (A). They are feeling optimistic, confident and happy. The last step (and most important!!) is to finish by taking them to the second-best house (B). I know that this sounds manipulative but sometimes our buyers need our guidance without us coming off as pushy or impatient. They have a natural reaction and really, you are not telling them which house is better. The best part of this system is that your buyers are still making their own decisions and coming to their own conclusions! Good luck and happy showing! Elizabeth Boland - Edmond Realtor