Showing Fewer Properties & Writing More Contracts
Greg Harrelson & Abe Safa discuss how you can show fewer properties when working with Buyers BUT write more contracts.
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As a real estate agent, you provide value to your clients by finding them the perfect home. However, with longer working hours and more properties to show than ever before, it can be hard to maintain quality while showing dozens of homes.
The key is in focusing on showing fewer properties but doing so correctly — this is where today’s guide comes into play. Let’s discuss how selecting a few relevant listings can help you write more contracts without compromising quality or experiencing burnout!
MAP refers to motivation, ability, and price. Usually, this applies to real estate agents who negotiate with sellers, but it is the same with homebuyers. By assessing a homebuyer’s motivation, ability to pay, and the price of their desired home, you can ensure that the property you show them is ideal. This will save you time because you can avoid showing properties that aren’t suitable for buyers or those that don’t meet their budget.
You have to dig deep to see the client’s needs and wants. For example, if a client is looking for a two-bedroom house in the suburbs, don’t just show them any two-bedroom properties. Dig deep into their needs and wants — does your buyer need to be close to schools or public transport? Do they want an open-concept kitchen or a particular style of home?
Ensure Buyers That You’ve Looked at Several Properties and Eliminated the Rest Based on Their Requirements
Buyers might feel like they’re being pressured into choosing a home, so let them know that you have looked at several properties and eliminated the rest based on their requirements. If a buyer feels like you are showing them only one or two homes, they may be more likely to walk away if those don’t seem right.
Explain that you’re helping them save time and energy by narrowing down their choices. This way, they will know that the homes you do show them are those that best meet their needs.
Homeseekers don’t look at dozens of homes anymore. They look at the listings you’ve filtered for them and trust that these are their best options based on their needs and budget. With fewer properties to show, you can concentrate on providing more quality information about each home without worrying about burnout or wasting time.
Ask the Following Questions After Each Home Visit
Asking buyers questions after each home visit is essential. Not only does it help you identify the most suitable property for them, but it can also provide invaluable insight into their preferences or dislikes that you may not have thought of before.
Some key questions to ask include:
- Is this the property you see yourself living in?
- Are you looking to close the deal with this property?
- Is this the property you can call home?
When they answer in the negative, you can respond, “No worries; I have other excellent properties that may be more suitable for your needs. Would these fall into the elimination or selection category?” This gives them the autonomy to find their ideal home while ensuring you are there to help guide and direct them along the way.
Additionally, make sure you understand why this specific property didn’t meet their requirements so that your future suggestions of potential homes better align with what they’re searching for.
As a real estate agent, you are the authority on finding the best home for buyers. You guide them through the process and help them narrow down their choices. By focusing on just a few high-quality homes tailored to your client’s needs, you can save time and write more contracts — all without compromising quality.
With these tips in mind, you can make clients feel appreciated and know that you are doing your best to help them find the home of their dreams.
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