Accompanied Showings Hinder Real Estate Sales
Should the listing agent for my home be at the showings? Whether it’s customary for the seller’s agent to attend is a question that many homeowners ask themselves.
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 showings in Metrowest Massachusetts area all that frequently. Having the listing agent be at the showing, however, does occur in some Massachusetts towns including Boston and surrounding areas. The Cape also has the seller’s agent attend showings.
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. In most of Massachusetts listing agents do not accompany showings.
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 among 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-one years that I have been selling Real Estate, there is one commonality when a buyer enters a house 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 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 thirty-one 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 ever to occur.
Sorry, this is not the case. Pointing out the nitty gritty is not a difference maker for 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.
Since 2011, the number of transactions I have been involved in each year is between 80-110. 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 with another Realtor, and the buyer ended up purchasing something else before ever rescheduling to see the missed home.
If more Realtors educated sellers 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 were not a dishwasher, stove, and cabinets! Thanks for being here to guide me.
This may sound funny, but I am serious. There is no value in this.
Buyers Agents/Buyers Do Not Want The Listing Agent Present
Based on my experience most buyers and their Realtors do not want a listing agent at a showing.
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. If you are a seller, do not require you listing agent to be at the showing!
In fact, if the real estate agent you have picked has all the time in the world to be at all the showing for your home, there is something wrong. Top producing real estate agents can’t be present at every showing unless they are doing very little business.
Do you want an agent that produces year after year or someone who has all the time in the world to hang out at your home? Hopefully, you realize the best agents do not attend showings.
Other Real Estate articles worth a look:
Use these additional resources to make sound decisions when selling your home. Do not force the listing agent to attend showings on your house. Doing so is a mistake as your agent should be doing other more productive things to sell your home!
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 31+ Years.
Are you 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, Natick, Northborough, Northbridge, Shrewsbury, Southborough, Sutton, Wayland, Westborough, Whitinsville, Worcester, Upton and Uxbridge MA.