Showing Fewer Properties & Writing More Contracts

2.28.23 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.

Fill out the form for The 3 Blueprints of Success Digital Download:

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.

Published on Mar 8, 2023 under , ,


Real Leads by Real Geeks is a highly efficient and effective marketing solution for generating, capturing and managing home buyer/seller leads.

One of the best lead generation and management systems available. A fully integrated custom IDX and marketing solution to drive traffic, capture leads, manage-cultivate them and close more transactions.

Featured Articles

You don't have to take our word for it! We encourage you to do your research and talk to our customers to see why they chose to go with our solution.

Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Video Thumbnail

Transforming Your Success into Their Success

Video Thumbnail

Creating a Schedule

Video Thumbnail

Buying this Year vs Next Year

Video Thumbnail

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Video Thumbnail

Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

Powerful, simple & easy-to-use, sign up for Real Geeks today.

Get Started