I just couldn't let it go, this topic of listing agents wanting to be present during a showing. Last February I talked about how I make my own appointments, and as often as possible, I also do the showings. It's not that I don't have enough to fill up my time – does this calendar look as if I have nothing better to do? And no, I'm not a greedy listing agent wanting to steal buyers; I have all the referrals I can handle and then some. What I do want is to get the house sold!
It all comes down to the level of service that I want for my clients. I choose to limit my clients to special people, people I really want to work with. Taking care of sellers is the most important thing I do, and that means I make the appointments and, if possible, I do the showings. I've had many sellers who wanted and needed me to be there during a showing: elderly people, recent widows and widowers, young families with small children, people with pets, and those with other special needs.
Anyone can put on a lock box, put up a sign, and set a low price, then wait for the contracts. I choose to go for quality first, and that means that having many people trooping through is not necessarily the best way to sell a house. Ask yourself: If you were showing your parents' home, would you want a lock box and uncontrolled showings? Or would you like an agent you trust to be looking out for your Mom and Dad?
Selling a home is stressful. Showings are stressful. My job is to do whatever I can to alleviate the stress for my sellers. To share the frustration when an agent is two hours late or does not show up or call at all. To allay their stress when an agent shows up but doesn’t come in. I am not there to make it easy for agents who are not prepared or who make a bunch of appointments on the spur of the moment.
I explain all this to my sellers. We may have fewer showings – we may even miss an occasional showing. But the buyers and agents who call about the home will talk with me to make the appointments, and then I have an opportunity to share special things about the property. Yes, all the information about the property is in the listing, but not every agent reads past the price and address before taking their buyer out. And some are not aware of the importance of specifics about the property that I can explain. Here's an example: I have saved countless hours of NOT showing a particular property with what looked like a terrific price, because people read "Co-op" and think it means "Condo." But it's not the same. The co-op requires cash contracts only, so there can be no mortgage, and does not allow pets. By talking with prospective buyers or their agents first, I can save everyone a lot of time while saving my clients the extra stress of having showings that should never happen.
I always tell the agents if I will be there for the showing, and always ask if they have a problem with my presence. I have found that 99% of them appreciate my being there to point out features of the home, especially if they have never seen the property. Then I go into another room and allow them to stay as long as they like while I do other work (like commenting on AR posts). But if they don't want me there, they can say so.
Recently I met an agent at one of my new listings. The first thing he said was, "This is just too small. There's no way they will have any interest." He was not even going to let his buyers come in. I asked that since they were already there, would they please come in and take a look around? Then I had the opportunity to say, "Yes it is a small house ...but did you see the family room which can be a third bedroom or guest room? And did you see the size of the yard and the hot tub? Did you notice the pull down stairs with access to attic storage?" The buyers fell in love with the house and wound up writing an over list, non-contingent contract with settlement that closes this week.
At first, the agent was not happy with me, but now he sings my praises for the helpful information I was able to give to him and his buyers. He also got a bit of education in the process. He had never heard of a house built on a slab, had never heard of radiant heat. He was very grateful to have me share this information and help "close" his buyers so he could get a commission.
It does not matter whether the listing is a million dollar mansion or a fixer-upper row house. I give one level of service to all my listings. Yes, I do make all my appointments, and yes, I am there for most showings!
Margaret, I am with you. The truth is, there is nothing wrong with the listing agent being there. In fact, as long as the listing agent doesn't follow the buyer and their agent around the house (so they can see the house and ask questions of their agent and not feel like they have to be polite), it can be useful if at the end the listing agent is there to answer questions!
Besides that, many sellers want the agent there. I am at an inspection but had to comment lol Have a good day, Margaret!
Me
Seldom am I there for my showings. But when a listing agent is there for a showing I'm doing, I don't mind at all. I can ask him/her questions right there and get it done. So long as they don't pester, I'm fine. And seldom (ever?) do they pester.
Carole, If all agents were like you... well you know the rest! Hope your inspecton went well.
You are welcome, Gregory! I have heard buyers ask for the combination so they could go into properties. Have also seen electronic keyboxes abused bby agents entering without permission and without making appointments.
Monika, Service is what it is all about...especially staying in touch with your sellers.
Bryant "Sometimes just having that few minutes to form a relationship makes all the difference in the world." We do think alike on making our own appointments. Thanks for your kind words.
Hi Margaret...I can't say I agree with you on this one. You can review my reasons at:
http://activerain.com/blogsview/119791/Showings-Appointment-With-Agent
You're still a STAR in my book.
Regards...Jay
Jay, Please feel free to disagree with me anytime. And I will still adore you and respect the way you do business. I feel very strong about this and it is a big part of the way that I choose to service my clients.
I wrote this post as a response to those comments, many of them with some strong accusations.
I will always make sure you get into the property. Many times there is a hidden lockbox or the seller is given a combo box to put out for special agents. My goal is to get the house shown and sold.
Thanks for disagreeing with me. How is the " Segway give away with Jay going?"
Margaret...I will always love you too! Thanks for the thoughtful reply...and the statistics! I understand what you are saying and in certain cases I, too, realize the need to be at a property for a showing. If you were the buyer's agent I'd be there just to see you!
ListWithJayForaFreeSegway(.com) is moving right along. Incredible BUZZ-BUZZ going on within the real estate community and I ride around town every good day and talk to 4-6 people along the way. I can't wait to give away the first Segway!
Your friend...Jay
PS: As always, our best to Lee. I loved what he did to you at the Lexus dealer. Hard to believe he could pull off such a surprise. Kudos to him. The brown Lexus looks great on you!
Margaret,
I agree with Monika...service is the key to the most important message to get to your clients.
Neal, Thanks for stopping by!
I met an agent at my Co-op this morning. I was very sensitive in asking if she and the buyer were familiar with this building, if they understood the difference between a condo and a coop. The buyer had no clue. I waited for the agent to answer .. she was quiet so I asked if I could "share" this information. I was able to inform both the agent and the buyer by stating how few coops there are and that most people are just not familiar. By asking permission (in private of the agent) the buyers and the agent were appreciative of my imput. I was also able to reinforce what a good buyer's agent they had selected. Sure hope they buy this unit.
Service,education and kindness sure help in this business. BTW, this was a fairly new real estate agent and was happy that I was there to answer and explain. She let me know that she appreciated my approach.
Sharon, There are great agents in our market! There is nothing better than having an informed buyer's agent.
Here is a repeat of the comment that I made above...
Margaret...
I still think that you and my husband were separated at birth :)
P.S. Jordynne Raine took her first few steps a few days ago.
TLW...ROAR!
TLW, We do share a lot in the way we do our real estate.
How exciting that Jordynne Raine took her first steps. Do we have a picture to share? Can you see me smile??
Excellent post, Margaret, as you always do. Your clients are fortunate to have you as their advocate, and your focus on service clearly sets you apart. I always used to show all my listings back East, but the protocol out here is so different except for high end homes. But I must admit I am rethinking things, in part due to my own preference but also given your post. Well done, and so much to consider. Thanks for sharing this with us.
Jeff
Jeff,Thanks for your kind comments! You have to do what feels right for you and your clients! If you ever want to talk about this...I am available.
Gail, Thanks for stopping by. When a buyer or agent calls and asks IF there is an open house, my response, "when would you like it open?'' I see no difference in showing my properties than being present for an open house. ( I do very few opens.) If I have showings scheduled in advance, I have been known to tack on an open. BTW I do love to show a house and feel that there is value for me to be there.
Don't want to mislead you..I make all my own appointments...I am not at every single showing.
Phillip, Thanks. Really enjoyed speaking with you this morning.
Just to repeat, I make ALL my own appointments and show quite a few. If you have a two hour window, I will make the appointment fit YOUR schedule...either a supra lockbox or a combo box put out by the seller. I have been known to go unlock the door and leave or have the seller unlock the door and wait next door.
I am looking forward to doing a transaction with you here in Baltilmore. Just let me know which property you want to sell. LOL
I can't help but think that by scheduling your own appointments you definitely stand out. Be unique or be forgotten, right?
Thank you for the information, Margaret. You are one of a kind.
Amanda, You really understand the needs of your buyers and sellers! We are all "one of a kind" !
The following quote from your profile page is proof:
" ...can't teach what I don't know and I feel it is crucial that my clients have the opportunity to understand as much as they want to know. After all, they are the most important people on the Team."
It sounds like you have been a REALTOR for a very long time! Or someone trained you right!