Prior to commencing a career in real estate, I bought and sold about thirteen properties, but, believe me that did not make me an expert in my current chosen field. What it did show me was, how I was made to feel comfortable, as a buyer, by the more professional agents I came into contact with.
In my experience as a home buyer and seller and now as a very successful agent, I have developed a simple system to conduct buyer inspections that makes buyers comfortable, enabling them to take in the property I am showing, and keeping sellers happy should they park themselves on the back porch or watch from across the road through the newspaper with eyes holes cut out. But as I said, sellers – please don’t be there.
There are two types of buyer inspections: By appointment or Open for Inspection. And I conduct each of these in exactly the same pattern at every home I show – I never deviate from the plan. I take every inspection very seriously and on many occasions buyers have said to me, “Thank you for making us feel comfortable and letting us have a good look. You are different from many agents we have seen houses with.” Or something similar.
The key to my whole buyer inspection system is that buyers want to be left alone. I don’t mean shoving them through the front door and saying, “Go for it” while I wait out the front and light up a Winnie Blue.
Leaving them alone means staying a reasonable distance from them. I have seen agents conduct close-quarters ‘guided tours’ with buyers, hanging over the buyer’s shoulder saying important stuff like, “This is a bedroom.”
I get a real kick out of watching some of the many Property Shows on TV and the presenter/property expert crams themself and the buyers into what appears to be a broom cupboard and says, almost nose to nose, “This has the potential to be a fantastic 4th bedroom.”
Don’t worry, there are some real life agents conducting these intimate inspections.
My inspection by appointment method is without fault.
Walk with the buyers, slowly, to the front door so they can soak up the street appeal. Would you believe that many buyers have either bought or rejected the property in that first few seconds? It’s true.
I allow them to enter the front door first and once inside I give them a ‘synopsis’ of the property. (The old cop is still in there somewhere). I point out the general layout of the property, “Bedrooms up the hall, with main bathroom, and you’ll see the ensuite off the main bed. We are standing in the main lounge area, you can see the kitchen and the family room is just beyond that. Any questions, please ask?” With that the buyers happily toddle off and take a look. If they are a couple – some stick together like glue whilst others split up and call to each other from opposite ends of the house or take note and meet in the lounge to discuss the property. Every- one is different. But one thing is for sure, my buyers appreciate being left alone and discovering for themselves.
I remember once, I showed some buyers through a house that had been listed by one of my colleagues. The seller, a young mum, stayed at home and watched my every move. I conducted the inspection as per every other inspection I done and after the inspection the buyers informed me that home did not suit because of the slope of the land and access to the yard for the buyer’s truck. I reported this to my colleague so he could inform his client, the home seller.
I was informed by my colleague, via an unhappy owner, that I did not follow the buyers during the inspection and did not talk to them enough. It is very hard to listen to a buyer thinking out loud and reading their body language if I am flapping my gums trying to sell rather than allowing a buyer to buy.
During an inspection, I watch, listen, note comments and observe body language – from a tactful distance. Then I encourage open dialogue and opinions from the buyer. They will tell me more if they are relaxed. Also I can negate any unwarranted objections when they are relaxed. I can then inform my client, the seller, whether the buyer is likely to make an offer and or what believe the home is worth. I’ll delve deeper in to what constitutes relevant and helpful feed back in another video.
As for open homes, once again, I have a proven system which has served my clients very well. I know within ten seconds whether an attendee (potential buyer) is actually a buyer or just a tyre-kicker. It is one of the many skills I brought from my time as a Detective of Police. I know exactly who has attended an Open home, why they are there and if they are likely to buy this or any home within the next decade.
Conducting inspections is not just about showing someone a house. It’s about knowing who the buyer is, asking the right questions, watching and listening and above all, finding out a buyer’s intentions and needs.
So in short, when your agent shows a buyer your home – Let em go! I am yet to see a buyer walk out of a home with a 52 inch flat screen in their pocket and by allowing them to look at their leisure it provides a better opportunity for them to relax and feel comfortable in sealing a deal.
