Did You Know That Agents Can Get Fat When They Show An Excessive Number Of Homes? Part 1 of 2

Danger:
Your Health Can Be At Risk When You Show Too Many Homes!!
How many homes do you show your buyers each time you drive them around? How often do you show homes with each buyer? Once, twice a week? It is a good idea to have a cap on the number of homes you show to the buyers since they can find the experience to be dizzying with so much to take in during such a short time frame.
Showing homes is like ordering food at a fast food restaurant. When you go to certain restaurants where the menu is like a textbook (since there are so many selections to choose from), it is sometimes difficult for you to decide what to order. However, if you go to one that specializes in just a few items and they do it well, then it is as easy as 1-2-3 to order. A good example of this is at In-N-Out Burgers. They have a very simple menu. You either order 1) Hamburger 2) Cheeseburger 3) Double double. The only additional choices you need to make are whether you would like french fries or a shake with your order.
On one occasion, I visited a restaurant I had not frequented before. I stood and stared at the extensive menu on the wall. The cashier asked, "May I help you?" I had to tell him "I'm not ready. Just a minute please. I'm making up my mind."
At first glance, you’d say I’m over-analyzing my simple food selection decision. After all, it is not a differential equation that I need to integrate or a chemical compound that I need to mix. Yet, I felt as though I was back in college solving complex mathematical calculations…and this was supposed to be a relatively easy task of placing an order for lunch. I felt rather awkward standing there with my mind running its cycles while the cashier looked at me as though I was an alien from outer space. Sometimes, all you need is to get good at something specific, and to give the clients an easy way to make decisions.
You’ve probably had the experience where if someone gives you a huge selection of things to pick from, it takes you a very long time to decide what to do. This is human nature at its finest. Given too many choices we choose none! Like with having too many choices when ordering food, when agents show buyers too many homes, it may overwhelm the buyers. For buyers who don’t really know what they want, the issue gets worse since the more houses they see, the more they will keep switching back and forth on what they are looking for. They don't need to see 100 homes before buying a house. It is simply too time consuming and it may do more harm than good. Every buyer is different, so you make adjustments in your showing pattern based on how the buyer makes decisions.
The real estate market also makes a huge difference in how buyers make decisions when they buy a home. In a seller’s market, buyers jump on homes and make jumpstart decisions. Now, in a buyer’s market, with so much choice and the accompanying media hype of reporters telling people not to buy a house, most buyers become paralyzed with indecision.
It is better to keep everything in moderation and don’t go to the extremes either way. You will be better off!!
The homes that are for sale have flooded most markets and it is the agent’s job to cherry pick the best ones to help buyers focus on the homes that match up with what is desired. The important part of the selection process for the agent is to listen to the buyers when they explain what they want. Your role is that of a matchmaker where you put the right buyers with the right homes. With the amount of inventory available, buyers are nervous because they want the most for their dollar. Therefore, to make the process smoother, the criteria of what the buyers are looking for has to be established up front so everyone is on the same page. If you know the inventory and you know your clients, you should be able to eliminate some choices beforehand. Most of the process of elimination of the available homes down to only the ones that could interest your buyer can be accomplished via email or phone.
Join us in part 2 of this 2 part series to find out specific tips on how you can show just the right amount of homes and get a purchase agreement signed quicker.

Article Source: http://www.propertymagnate.com/articles

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