Accompanied Showings Hinder Real Estate Sales
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 seven 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.
In twenty seven 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, 2012, and 2013 the amount of transactions I was involved in each year was between 90-110. These sales were not 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
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.
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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 [email protected] 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.