Accompanied Real Estate Showings Do Not Sell Homes

 

Accompanied Showings Hinder Real Estate Sales

accompanied real estate showings For those that do not live and breath selling Real Estate every day you may not realize what the term “accompanied showing” means. This little piece of Real Estate jargon is when the buyers agent is required to meet the listing agent when showing a home or other property.

When I am getting ready to schedule all the properties I am going to show for a particular day the last thing I want to see in the showing instructions is that the listing agent has to be present so please coordinate your schedule accordingly. This is almost as bad as the home seller that makes it a requirement they have twenty four hours notice before a Realtor can enter their home.

Thankfully we do not have accompanied showing in Metrowest Massachusetts area all that frequently. This is certainly not the case all over Massachusetts as it becomes more and more common in some of the cities surrounding Boston.  Some areas around the country have accompanied showings and others do not.

Why? Who knows but more than likely it all started with an areas tradition. I am this way of doing Real Estate business has never caught on in my neck of the woods.

Frankly an accompanied showing is a waste of a listing agents time and does nothing to enhance the home sale process.

There is a long standing misconception amongst some people that Realtors “sell homes”. It may come as a surprise but I have rarely ever “sold” a home in this sense of the word to any client I have ever worked with. Homes are an emotional purchase. Buying a home is not something a Realtor talks  somebody into doing. Realtors can be give advice and provide helpful information but homes sell themselves. In the twenty five years that I have been selling Real Estate there is one commonality when a buyer enters a home they like. There is an an emotional reaction and you can see it in a persons body language and facial reactions.  There are times when a buyer walks into a home you can just feel that it is a match and they will end up putting in an offer. This scenario occurs because of human emotions and attachment. It has almost nothing to do with a sales pitch.

Funny looking kid In twenty five years I have never talked someone into buying a property! Accompanied showings typically come at a sellers request because they have misguided thoughts about the purpose of this exercise.

Occasionally some sellers believe if a buyer does not notice some feature about the property and it’s  not pointed out by the Realtor,  it would cause the sale not to ever occur. Sorry this is not the case. Pointing out the nitty gritty is not a difference maker to most home buyers.

The fancy Bose sound system, beveled edges on the the granite counters, and cherry inlay surrounding the Maple floors will not be the reason for someone buying a home. Even in million dollar homes that have every conceivable feature and amenity, it is not the listing agent waving a red flag in front of a buyers face that is going to seal the deal. Emotion sells, people do not, at least not in Real Estate.

While the need for accompanied showings is rare they can actually be a detriment to the seller for a number of reasons. We use lock boxes here in Massachusetts for a reason! A lock box allows a Realtor to easily gain access to a property without hindrance.

Accompanied Showing Scheduling Conflicts

When a seller requires an accompanied showing they are now adding the possibility of scheduling conflicts.

In 2011 the amount of transactions I will be involved in will be close to 1oo. This is not one hundred sales done by a team of people, just little ole me! If I have to try and coordinate my schedule with another Realtors, the possibility exists there will be a missed showing for the seller.Ever showing that a seller doesn’t have is a missed opportunity!

There have been times over the years where I have not been able to coordinate my schedule around another Realtors and the buyer ended up purchasing something else before ever rescheduling to see the missed home.

If more Realtors educated seller’s on why accompanied showings are a big mistake, instead of worrying that they won’t get the listing without complying with the sellers demands, sellers would put themselves in better position to make a sale.

If sellers could actually be a fly on the wall and hear some of the things I have heard coming out of a listing agents mouth at an accompanied showing they may think twice of the value in it. Things like “here is the kitchen”. Really? Thank god your here I may not have been able to figure that out on my own if there was not a dishwasher, stove and cabinets! Thanks for being here to guide me. This may sound funny but I am being totally serious. There is no value in this.

Buyers Agents/Buyers Do Not Want The Listing Agent Present

Realtor accompanied Showings Based on my experience most buyers and their Realtors do not want a listing agent at a showing.

This is akin to the person who goes out looking for a car and is immediately attacked in the lot by the salesmen who probably has not had a sale in a week. When a listing agent follows you around the house like a puppy dog it creates an uncomfortable atmosphere where the buyer can not speak freely about the property with their own agent.

It can actually become unbearable if the listing agent is giving a hard sell. Buyers absolutely despise this kind of atmosphere when they are trying to look at a property. It my be only slightly better than the seller being there and doing the same.

As a compromise to the seller who really feels it is imperative to have an accompanied showing, I would suggest it happens if there is a 2nd showing and only if the buyer doesn’t care if the listing agent is present. A second showing of course is a pretty good indicator that there could be more than just casual interest. The buyers interest level should be confirmed by speaking with the buyers Realtor. Some buyers at this point may not have a problem with the listing agent being there especially if there are some unanswered questions.

Remember Real Estate is a numbers game. Don’t let an accompanied showing get in the way of selling your home.

Other Real Estate articles worth a look:


The above Real Estate information on accompanied real estate showings was provided by Bill Gassett, a Nationally recognized leader in his field. Bill can be reached via email at billgassett@remaxexec.com or by phone at 508-625-0191. Bill has helped people move in and out of many Metrowest towns for the last 27+ Years.

Thinking of selling your home? I have a passion for Real Estate and love to share my marketing expertise!

I service Real Estate sales in the following Metrowest MA towns: Ashland, Bellingham, Douglas, Framingham, Franklin, Grafton, Holliston, Hopkinton, Hopedale, Medway, Mendon, Milford, Millbury, Millville, Northborough, Northbridge, Shrewsbury, Southborough, Sutton, Wayland, Westborough, Whitinsville, Worcester, Upton and Uxbridge MA.

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Comments

  1. JM says

    Good article. I think most realtors know this to be true but say yes to the seller when asked if they will be present for showings… just to avoid a conflict.
    Frankly it is a pain-in-the-ass when the listing agent needs to be there.

    • admin says

      JM – that would be a Realtor that doesn’t have a spine. A good Realtor is not going to sit back and let the client tell them how they should do their job. Over the years I have found some seller’s who have asked for accompanied showings but will back done as soon as I explain why they make it harder to sell the home.

  2. Paul G. Yorkis says

    I disagree with this author. Why do we do accompanied showing? First to be there to answer buyer or buyer agent questions on the spot. When I am asked a question and do not know the answer I call the seller and get an answer. Second, I have found many buyer agents do not know much about the town they may be showing a buyer client a property. By being there I am able to respond to community questions on the spot. Third, my clients want feedback. All sellers want feedback and by being there I get feedback that can be shared with my seller clients. Fourth, I may no know the agent showing the property and by being there I am able to begin the process that leads to a healthy relationship if not this property, in the future. Fifth, I have been asked for information about the property and/or community that I am able to gather and get to the buyer agent promptly.

    • admin says

      Paul you are making me laugh. This is such old school thinking. Why would you need to be there to answer a buyer’s questions on the spot? If you are not there the buyer is going to lose interest when they walk out the door – I don’t think so!

      Most buyers today do far more research online before they every even consider looking at a home in a particular town. Sure there may be some small details they are not aware of but it is highly doubtful what you are telling them is impacting whether they consider a purchase in a town or not. They have probably already made that decision!

      Feedback? You need to be there to get that? I guess you don’t have a good feedback system in place. Further do you really think a buyer is going to be telling you how much they love the property? I guess if they were not that smart and wanted you to use that against them in negotiations!

      You need to be at a showing to build relationships with other Realtors? I will be scratching my head for a while on that reason. I don’t see any reasons you have given that are going to influence a buyer to purchase the home. There is a reason why 99% of the Real Estate population in our area uses lock boxes. It is to make the process easy and smooth to maximize the showing process.

  3. Chris Cassidy says

    Another great post, Bill. I absolutely cringe when I see “accompanied showings” in the MLS instructions. I find this often happens with higher-priced homes and the buyers I deal with at those price points typically have extremely busy schedules, and it’s difficult enough to accommodate their schedules, let alone throwing the listing agent’s schedule into the mix. And they often want to see things at the last minute, which for obvious reasons complicates things when showings are accompanied. It’s a rare occurrence when having the listing agent there actually enhances the showing.

    • admin says

      Thanks Chris – I hate it when I see accompanied showing in the instructions as well. It is rare that I am showing just one home to a client. It is usually multiple properties in different towns. Having a accompanied showing complicates the process and offers little value. I don’t need an agent to put out the obvious which 99% of the time is what they are doing.

  4. Ken Parker says

    Bill as a buyer I couldn’t agree with you more! I can’t stand it when the seller’s Realtor has to be there. Most of the time these agents have offered no value with their presence and some of them don’t know when to get out of your face. Like you mentioned there are agents that will point out the obvious and think this in some way makes it better for a buyer?

    • admin says

      Ken I think most buyers share your sentiment. It creates an uncomfortable atmosphere were the buyer can not show their emotions or speak freely because the seller’s agent is present. It is also rare that the seller’s agent offers any info that would change the buyers feelings about the home. Either they like the property or they don’t. Agent’s should never act like a “salesmen” at a showing yet many of them do.

  5. Larry Brewer says

    I have to disagree with this article, but not completely. In Nashville the only homes that usually require the listing agent to be on site are Luxury homes. In most cases they have a lot of reasons that they don’t want strangers in their homes without some level of representation. As much as I would like to say that I trust all of the agents in Nashville to watch over their clients who they may not even know, i don’t. I’ve had homes listed with 3 million dollars worth of cars in the basement. Believe it or not, the owner didn’t want kids playing in his cars, and one agent allowed that to happen (he was watching online), so he fired his previous listing agent and hired me.
    Does it slow down the process, yes. Owners of luxury homes do now want to give access to their security systems to strangers, and neither would I.
    I don’t expect it when I’m showing 3000 square ft homes in Franklin. And when I see it, I pass them over.

    • admin says

      Larry you have brought up a valid reason why a seller may require an accompanied showing……i.e the luxury cars, however this does not address the point of the article which is the need to have the listing agent there to somehow “enhance” the probability of sale.

  6. Claudia says

    Great post Bill. I had several showings this year where we had the listing agent accompany us. In all cases I could sense my buyers feeling uncomfortable and rushing through the home. I know for a fact that my buyers did not have the time to appreciate the home and what it had to offer as they just felt under too much pressure. Not that the listing agents were not nice and in most cases very accommodating, my buyers just did not feel comfortable voicing their personal/private opinions in front of a stranger. I guess maybe a compromise would be for listing agents to wait outside. Thus they are present and can answer questions if the buyers are interested. Probably not a perfect solution but better than having our buyers uncomfortable! The truth is, if a seller wants to make sure the buyers are aware of all the improvements and area attractions they can prepare a spec sheet with all pertinent information.

    • admin says

      Claudia I don’t know to many buyers who are comfortable under the accompanied showing arrangement. One of my suggestions is to be present at a second showing if and only if the buyer is comfortable with this and wants the listing agent there to answer questions.

  7. says

    Hi Bill,
    Although I agree with some of your statements…and disagree with others…there’s one part of the equation that needs to be brought up.
    You appear to be very good at what you do. When you represent a buyer, you do your homework and qualify the buyer, understand their urgency, motivation and ability to buy. You do some research on the homes you are taking them to. You can speak intelligently about the neighborhood, town, schools, amenities, etc. You are trustworthy and will respect my clients home. So I would have no problem letting someone like you into my listings on lock box.

    Unfortunately, you are not the norm. 8 of 10 buyer agents out there are complete morons. And that’s being polite. Each and every day, I continue to be amazed at the lack of professionalism and people skills for agents representing our industry. Quite frankly, it’s embarrassing. So sometimes when a listing agent says “here’s the kitchen”…it’s because the buyer agent couldn’t find it with a map and a flashlight. We’ve had items stolen/broken at listings, lights left on, doors left unlocked, muddy footprints on carpets, kids run amuck, etc. And this happens in the high-end lakefront homes I represent….if we are not there. Then there’s the whole “liability” issue. When I listen to a buyer agent talk to their client about property details, the lake itself, or building regulations…I just cringe. I need to be there just to protect them from themselves.

    Are there good buyer agents out there? Absolutely! But too many of them are just awful. So that’s just one of the many reasons that we need to be there for showings.

    And you are correct…99% of the time, a listing agent does not add value or help sell the home to the buyers. But there are some listing agents who understand their role at showings. They have the ability to make everyone feel comfortable without being in their face. They have the knowledge to answer questions immediately. They have the talent to read people and understand the appropriate approach to take with them. And most importantly, they understand their sellers goals and know what it will take to meet them.

    Bottom line…there are agents who are good at what they do and agents who aren’t. If I’m taking a buyer to a showing where the listing agent is accompanying, I hope they know what they are doing…if so…I welcome them. As a team, we can help represent the property to its fullest.

    Good stuff Bill! Hope we do a deal together soon!

    Scott Freerksen “The Lake Guy”, Broker/Owner, Lakefront Living Realty, Mansfield, MA

    • admin says

      Scott you are right there are tons of Realtors who don’t belong in our industry! As a matter of fact in most business there is an 80/20 rule where 80% of the business is done by 20% of the people. Do you realize in Real Estate the ratio is 94/6? I run into incompetence all the time as well. I don’t necessarily agree that we need to accompany showing because of it. We need to address the problem at the root cause which is making it harder to get a Real Estate license.

      Doreen – Wow you must hate the fact you have to accompany every showing. Not a great use of ones time.

      Jackie – that is crazy! I don’t understand agents that want to impede the home sale process. Getting into a home should be as easy as possible.

      Anita – Your statement about being the “one” is right on the money. Homes sell themselves. We don’t sell people homes. It is not like buying a pair of shoes for gods sake!

  8. says

    I always find reading about how other agents do business in different parts of the country so interesting. In NYC almost every listing is an accompanied showing. We don’t have lockboxes in the city and every appointment has to be coordinated between the buyer, the buyer’s broker, the seller and the seller’s broker! It is a rare occurance when you can do KWDM (Key with doorman) and wow, it’s nice to have one of those during your tour because if you are fifteen minutes late, no big deal…you can also really take your time walk around, look at the view and walk around some more — no selling agent trying to hurry you out or point out all the obvious wonderful features! However, when I am the exclusive agent, I never do KWDM, because I want to be there to meet the other broker and give feedback to my sellers. They say all real estate is local……so selling is different everywhere, but hopefully the results are the same….a happy closing! Happy Holidays, Merry Christmas and Happy New Year!

  9. Jackie Bender says

    Just this week, my buyer called to see a VACANT home that is on sale here in Dolton, Illinois an
    in the MLS sheet was listed, listing agent must accompany? Why would he want to be there
    when the house is vacant and a foreclosure? Because of this, we did not make a showing appointment/. I have been a realtor over 10 years and I have only seen this problem with upper
    scale homes in and around the Chicago area. Maybe since keys have been missing from lockboxes at times, or they want to make sure the showing agent doesnt give out the codes and sends the client only to see the house, he feels he has to be there to be sure the agent is there with their client.

  10. says

    In my area it typically only happens when the home is a very high-end property or the seller thinks they can “win” the sale for the buyer. In my experiences, neither provides the desired results. Let the buyers agent show the home…if the property is “The One”, the buyers will make an offer and negotiate seriously.

  11. Maureen Harmonay says

    Bill, Thank you for taking a courageous stand against accompanied showings, but even more important, for making the case that buyers’ purchases are based on emotion and on their intuitive feelings–does this home make them feel good? Do they feel comfortable there? Is there a certain something (often unquantifiable) that makes them “know” that this is where they want to live? There is nothing I can do or say as a seller’s agent that can artificially generate an emotional response when it’s not welling up inside a buyer!

    What I can do is to ensure that the home is beautifully presented, and if necessary, run over to the house in advance to turn the heat up, turn the lights on, and make sure that all the factual information about the home is available for inspection. But I don’t need to lead the tour!

    I was fired once by a seller client who thought I wasn’t doing my job when I told her that I couldn’t sell her home to a particular buyer if he didn’t want to buy it!

    As a buyers’ agent, I cringe when I see that a showing has to be accompanied, and like you, I’ve had to skip showings when the listing agent made it too tough to get in the door. Sellers need to know that contrary to what they may want to believe, most accompanied showings are not in their best interests.

  12. says

    Good Stuff. In most cases, lock boxes are great showing agents. And the whole debate about answering questions and receiveing feedback is solved simply. The buyers agent will have a broker sheet with your number on it (or vice versa if I am buyers agent). During the showing they can call me to answer any questions. If the worst case scenario happens and I am not available, they can leave a message or send me an email and I will respond quickly. I talk to other agents showing my lock box listings before they go in, give showing instructions and my little sales pitch then. That way, if they want to give the same pitch or point out some of the features I mentioned, they can do so and it is much more authentic to their client than hearing it from a listing agent.

    I do a decent amount of buyer business as well and I have noticed that I sell more homes on lockboxes than I do at accompanied showings. My clients prefer it and often complain when we’re seeing a few listings in a day and they have to wait for a listing agent or worse yet feel crowded by one at a showing. Its not just to save our time and gas when we list property, its also to increase the chance of making a sale. Reading this gave me some good ideas about ways to better explain this concept to the general public.

  13. says

    Hi Bill – I could not agree with you more! My buyers and I both dislike accompanied showings to the max! It makes scheduling very difficult – especially if we are looking at several homes over a large area (I work in a rural vacation market and it is not uncommon to show homes that are more than an hour apart to the same buyer on the same day! My entire market area covers over 1,000 square miles!) The listing agent being present makes the buyers often just as nervous and uncomfortable as having the sellers present! They do not feel they can speak freely to me for fear of something they say will get back to the seller. They may want to linger but feel pressured to hurry so the listing agent can go back to whatever they were doing before. And let’s not even start with the listing agent not being available when it’s most convenient for US! All in all, it is not a smart move on the part of the sellers OR the listing agent!

    I occasionally have sellers of vacant homes request that I accompany all showings because they are afraid of lights being left on, doors left open that should be closed, etc. In an ideal world this would not happen because all showing agents should be diligent to leave the house as they found it. Alas, we are not in an ideal world. I promise my sellers to go over to the house at some point after the showing to make sure everything is as it should be. That is usually all they want; the assurance that I’m watching out for them and their house.

  14. Larry Lawfer says

    Bill, I am one of those agents who does do Accompanied Showings with 24 hours notice. I have some homes that require specialized treatment. I have always been available when an agent calls to see a home. I have never interfered with their showing, just opened and closed the home. I have never had any push back. While I don’t know if agents have looked at the directions and passed on the home so I can’t comment on that. Your point about it not being a valuable use of my time is just wrong. As a new agent I learn from each experience. In this case you are partially right.

    • admin says

      Larry I see a few problems with what you have just said. One you do an accompanied showing with 24 hour notice. You know as well as I do with a restriction like that you are certainly missing some showings!

      In terms of the waste of time, I am referring to the line of thinking that you are going to be able to influence the buyer to purchase the home. A listing agent is not going to talk a buyer into purchasing a home unless they already love it.

      I will add however that you could never continually increase your own production if your time was spent accompanying showings all day long. Maybe that is not important to you and you are happy with X amount of sales?

  15. Margaret Belmonte says

    Bill great article and agree on every aspect. I do very few accompanied showings. I explain to my sellers I have not figured out how to be 2 places at once and I would hate to miss a showing because of my schedule. Having an automatic online feed back system in place solves the need to be present for feedback. When I am working with buyers I love it when the listing broker is not present . With more than 30 years selling real estate , I often say I do not sell homes, I provide information to buyers and sellers enabling them to make wise decisions . Homes sell themselves. Rock on with those sales numbers in 2012

    • admin says

      Margaret our philosophies sound very similar. I guess it is no wonder we have stood the test of time in Real Estate and remained successful in good or challenging markets.

  16. says

    I disagree that accompanied showings hinder sales. Homes that are effectively presented by the listing agent are much more appealing to the buyer. In my opinion, it is imperative that the listing agent show the home. Homes that are on lock boxes (especially in the winter) are usually cold and dark, thus creating a poor initial impression. The responsible listing agent will arrive at the property well ahead of schedule and turn on the lights, heat (or air conditioning), out the toilet seats down, tidy up the home, clear the walk of snow, etc. In my opinion it is reckless to put a lock box on an occupied home. The listing agent is responsible for making sure that nothing is damaged or stolen, and makes sure that the home is locked. I have known listing agents that lost listings because the buyer’s agent forgot to lock the home. All of the top agents in my market accompany showings. Bottom line: I or my team mates always accompany showing; the result is that our listings sell in less than 3 weeks on average.

    • admin says

      Ed I am sure glad I don’t have to work in the city where you do because I would be far less productive as an agent. You are in the minority in your opinion that accompanied showings don’t hinder sales. Most buyer’s don’t want to be “sold” anything. This is what most Realtors do at accompanied showings. Most buyers do not want to hear a listing agents speech about the granite in the kitchen and the great views when they can see it for themselves!

      In regards to not setting the stage for the showing, it is the listing agents responsibility to set the proper expectations with their client. Of course you want the walk shoveled and the lights on in dark areas. That is just common sense. Not sure why you want to take responsibility for such things? I think there are far better uses of your time as an agent. I am sure you do accompanied showings because it has become a tradition to do so, not because it effects a home selling. Trust me we sell tons of homes out here in Metrowest and none of them are accompanied.

  17. STEPHEN KOSS says

    Accompanied showings are inconvenient and stressful for the buyer. If the buyer walks in to a home with an accompanied showing and the home isn’t appealing, the fact there is a new heater and 200 amp service is not going to change their mind about buying. They often want to leave immediately and to be pushed to see the rest of the house to be polite to a listing agent. Perhaps at a 2nd showing if the buyer doesn’t mind.

    • admin says

      Stephen you will certainly not get any argument from me. Not only do buyers not want to be “SOLD” anything it is also an unproductive exercise for the listing agent.

  18. Juan Murray says

    Wow! Never actually thought I’d say this … I’ve seen the light on this one! Being one of “those agents” who accompanied showings and sometimes asking myself “what am I doing here?” … this makes complete sense. And since I’ve never actually “sold” a buyer on a home this makes even more sense. Buyers make their choice because it “feels” right … and do not need to be told that “this is the kitchen”! I do believe that some situations warrant the accompanied showing such as a large development/conversion … Good article!

    • admin says

      Juan there is no doubt that a home purchase is an emotional decision. I have never talked anyone into a buying a home. Either they like the home or they don’t. Following a buyer around and pointing out the sprinkler system and the Bose speakers in the family room is not going to change a buyer’s mind on whether they like the property or not. Far too many seller’s believe we are magicians. My role is to get as many people as possible through the home. You do this with exceptional marketing and allowing an agent to get in with ease.

  19. Mark Gibbons says

    Bill, you nailed this one, nice work. To the listing agents who require showings to be accompanied… you are missing out on showings, you just don’t know it! Plain and simple. Get control of your sellers, along with a few lock boxes. Then, enjoy your new found free time, along with an increase in showings. What’s wrong with that!!??!!

    • says

      Thanks Mark! You are right about making yourself more productive as an agent. I do not even address that aspect of an accompanied showing. There are a lot better uses of a Realtors time to help their clients like creating dynamic marketing for example.

  20. Kevin Vitali says

    Bill- I most definitely agree, that accompanied showings can hinder a potential sale.

    First- You have scheduling conflicts. There is an agent in my area that accompanies all his showings. He runs about 20 listings. The chances of getting a buyer in are slim to none. I cannot tell you how many times I may have 7-8 showing scheduled for a buyer, to have one that is accompanied right in the middle of the route, only to be told “2 pm doesn’t work for me, what about 10am” GUESS WHAT, we will probably skip that home as it does not fit into the schedule.

    Second- My buyers are uncomfortable when you introduce an agent that they are unfamiliar with. They rush thru the home, feeling uncomfortable when the listing agent feel they must show the home. We can certainly figure out what a linen closet is or that the bath of the master bedroom is a master bath. The accompanying agent has no context to my buyers and will focus on features that my clients can care less about.

    • says

      Kevin as you know there are some seller’s who do not know what it takes to get a home sold. They have their own impressions of what they think is important. Sometimes a less skilled Realtor will go along with them just to get a listing instead of explaining why it doesn’t make sense.

  21. says

    Hi Bill, Just found your site.

    I agree with you 99%. I try to “Never say Never”, Myself, being a new agent, don’t you think there might be that small percentage of a rare occasion that accompanied showings are needed. But, I agree, on it’s surface it seems a waste of time, especially if it’s required.

    What are your thoughts on “Cold-Calls”?

    Boyd Bennett
    Keller Williams Capital Properties
    Rockville, Maryland

    • says

      Boyd I would never say never either but I would spend a long time explaining to the client why it could be detrimental to their home selling in an expeditious manner. In regards to cold calls that is something you will never find me doing. For one I don’t find it enjoyable in the least and secondly I don’t think people in general care for telemarketing.

  22. says

    Bill

    a very interesting article I would disagree however as our market here in London, England is very different. The vast majority of showings must be accompanied and we don’t have lock boxes. Due to us having many international buyers we do need to educate buyers on the benefits of an area/ apartment building otherwise a lot of them would not have a clue if it is right for them. However you are right a hard sell is not necessary as they will unlikely buy a listing if they hate it anyway.

    I look forward to further articles.

    • says

      Michael – I can see why England may have different customs especially with international clientele. I bet am sure you would be a lot more productive as an agent however if you did not have to be there at every showing!

  23. says

    Yes I suppose I agree, we could be more productive as you spend alot of time travelling about showing properties and getting stuck in traffic. Quite often people want to see things during rush hour and with all the road works, congestion etc it can take several hours out of each day. Alas Real Estate seems to be behind what you are doing in the USA and our industry is still set in its old ways.

  24. says

    In general I think doing accompanied showing is detrimental to a sale. I see Larry’s point of luxury homes but then if you are talking a 3 million dollar home your commission does pay for the extra time it takes to have some one here representing a sellers interest.

    The worst part is an agent who thinks he needs to discuss the neighborhood or sell the house. I know what is important to my clients and what is not. When you take the time to explain features of the home that you or your seller thinks needs explaining you are taking time away from what is really important to my client.

  25. says

    Hi Bill, I agree that it can be a pain in the rear when you are representing the buyer. Scheduling an exact showing time to meet the listing agent is never fun and selling agents there for pointing out features does not get homes sold. Most buyers feel less at ease and probably spend less time in a home with the listing agent present.

    The problem comes in when you get home sellers who are weary of buyers going into their closets and drawers without someone representing them present. Agents constantly fail to turn alarm systems back on and even shut sliding glass doors. Then there are homes that are $3 million and more that are almost exclusively shown by the listing agent or an assistant in our area.

    I’ve had entire days of going from meeting one listing agent to the next. The smartest ones stay out of the way and even walk outside while you show the home while others follow your customers around like lap dogs.

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