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 buyer’s 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 prevalent in some of the cities surrounding Boston. Some areas around the country have accompanied showings, and others do not.
Why? Why accompanied showings became a standard practice is unknown, but more than likely it all started with being a tradition. I am glad this way of doing Real Estate business has never caught on in my neck of the woods.
Should a listing agent be at the showing of a home? NO!
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 give advice and provide helpful information, but homes sell themselves. In the thirty years that I have been selling Real Estate, there is one commonality when a buyer enters a home they like. There is an emotional reaction, and you can see it in a person 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.
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 ever to 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 granite counters, and cherry inlay surrounding the Maple floors will not be the reason for someone buying a home. Even in a million dollar homes that have every imaginable 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 be a detriment to the seller for some reasons. We use lock boxes here in Massachusetts for a reason! A lock box allows a Realtor to gain access to a property without hindrance quickly.
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 number of transactions I was involved in each year was between 90-110. A team of people did not make these sales, just little ole me! If I have to try and coordinate my schedule with another realtor, 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 realtor 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 seller’s demands, sellers would put themselves in a better position to make a sale.
If sellers could 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 about the value of it. Things like “here are the kitchen.” Really? Thank god you’re 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 totally serious. There is no value in this.
Buyers Agents/Buyers Do Not Want The Listing Agent Present
Having a listing broker hanging on your shoulder 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 agent.
It can become unbearable if the listing agent is giving a hard sell. Buyers despise this kind of atmosphere when they are trying to look at a property. It may be only slightly better than the seller being there and doing the same.
As a compromise to the seller who 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 buyer’s 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 29+ 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.