As a new REALTOR®, it may be difficult to know how to show a house to a buyer. Use these essential tips to help provide buyers the information they are looking for and need.
Once you’ve selected properties, it’s time to begin the showing process. Most prospective buyers have a general area in mind. As you move through showing real estate, you should be able to narrow down the buyers’ preferences. By preparing some post-showing questions beforehand, you can make the most of your time and your buyer’s.
An essential skill to hone when showing properties is the ability to read body language; a buyer’s stance and facial expression can sometimes tell you more than they’re willing to verbalize. This is especially useful when dealing with buyers who are vague or uncertain regarding their preferences.
Here are the four things you need to know to be able to show a house to a buyer.
1. Area Characteristics
Familiarizing yourself with area characteristics can allow you to develop expertise beneficial to your buyer-clients. This is especially significant during the showing process. Area characteristics of which you should be aware include:
- School district information
- Proximity to shopping, hospitals, stores, etc.
- Traffic considerations
- Access to main highways
- Proposed roadway construction
- Proposed changes to municipal zoning/land usage
- Planned construction projects
- Proximity to airports
- Access to public transportation
2. Neighborhood Features and Amenities
In addition to area characteristics, it’s helpful to develop a working knowledge of neighborhoods within the area and the amenities they offer. Neighborhood features may include:
- General covenants and restrictions
- Approximate lot size
- Approximate age of homes in the neighborhood
- Availability of neighborhood schools
- Availability of pools, tennis courts, and recreational facilities
- Approximate HOA fees for subdivisions
- Land and terrain characteristics
- Drainage considerations
- Availability of emergency services
- Planned expansions
You may find it helpful to create neighborhood “cheat sheets” with some basic facts and features. For larger subdivisions, you may be able to subscribe to an online newsletter to provide you with monthly updates and neighborhood information. Questioning buyers about their preferences regarding neighborhood features and characteristics is a good way to narrow down potential properties.
3. Property Features
Features specific to the property are usually given the most weight by prospective buyers. When showing properties, ask questions and be aware of your buyer’s reaction to certain property features. This can help you qualify (or disqualify) future showings.
When showing specific properties, your buyers will expect you to come equipped with detailed information about that property, in addition to the neighborhood features. Be prepared with as many of the following items as possible:
- Age of home, roof, electrical wiring, HVAC
- Lot size
- Square footage and number of rooms
- Asking price, assumability, or seller-financing options
- Approximate monthly payments and insurance costs
- Average monthly utilities
- Easements and restrictions
- Existence of liens or assessments (and amounts)
- Special features (i.e. pool or spa)
- Seller’s reason for selling
During the showing process, you can tell a great deal about your buyer’s reaction before they ever say a word. By watching their physical reactions, you may be able to infer preferences and objections beyond what they’ve verbalized. Being able to read body language is a valuable skill not only for showing properties but in negotiation as well.
4. Buyer's Body Language
You can tell a lot by watching a buyer’s eyes. Be aware of where they’re looking. If their eyes don’t follow what you’re showing them, it can signal disinterest.
90% of body language is expressed through hand movement. The following are general examples of hand movements and what they signal:
| Movement | Signals |
|---|---|
| To the throat or neck | Irritation |
| Fingers to the chin | Interest |
| Chin in palm | Boredom |
| Scratching the sides of the head | Interest, curiosity |
| Scratching the top of the head | Concern |
| Clutching hands together | Lack of patience |
| Touching something | Interest |
| Tapping hands on table | They were ready to leave five minutes ago |
More Tips for New Real Estate Agents?
For more tips for new real estate agents from our industry leading instructors, enroll in our Rookie Training Course. The purpose of this course is to provide REALTORS® with tools and strategies to embrace the cyclical market and exceed buyer expectations from first contact through transaction closing.
Written and Published by: VanEd
