Coaching Tip September 8, 2010

The Home Tour

You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.

Here are the critical steps:

1. Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during your buyer counselling interview. Keep the tour between 3-5 homes, any more than that can create confusion and indecision.

2. Create a map: Provide the buyer with a map that details the location of each property that you are going to show them. Highlight the different schools and points of interest on the map.

3. Provide comparables: Educate the buyer and make them aware of the current marketplace. This will help the buyer better understand the market and make a realistic offer that they are comfortable with.

4. Meet at our office: Have the buyers meet you at our office so that you can sit down and review the homes they are going to see. Upon arrival back to the office, this is the best time to write up the offer.

Your next tip will be Showing and Selling Property. Until then I wish you all continued success.