Robert Rico here at California Realty Training.
Thanks again for coming to our weekly video blog.
So glad you're here.
Listen, today I am going to talk to you about showing property.
You see, when you get your real estate license, it entails of not just listing homes, which
means representing the seller, it also means you are going to represent buyers, which means
you're going to have to get in a car, and actually go out and show some homes.
You got to have a lock box key - what we call a super key given to a house, on your own.
Go into the house and show the property to some of your clients.
There's a couple of things I would like you to do or you should be aware of.
That's gonna make the process a lot easier, a lot safer, a lot more convenient for everybody.
Number 1 for example, before you do plan on taking your clients out for the day, the day
before you might want to make sure you have all the properties in order.
You might want to make sure you research the properties.
For example, research the properties the day before taking them out.
If you research these properties too far back, say a week prior, these properties may have
already been sold.
So you might be getting in a car with a client and showing them a property that is already
in escrow.
There is no sense of doing that.
So what I used to do, ladies and gentlemen, research the properties, maybe a day or two
before so you have the latest listings that are available out there.
Next, what you should do is know the routes to getting to these properties.
Many times when I first started, I would get in my car to go show properties, and believe
it or not, I'd get lost.
I would have my clients follow me and I'd get lost.
Boy did I feel stupid.
It's always best if you can the day before get in your car and drive the route to all
the listings you'll be showing that day.
It will make it easier, it will prove that you know the area and that you are ready to
help them because you are the expert in that area.
Next, have your buyer packet and all the information ready at hand.
For example, this would be a buyer's packet.
I want you to have your buyer's packet printed, have one for you as an agent, agent packet.
And have one for your buyer.
Give this to your buyer say here buyer here's your packet it's all the information on the
properties that we are going to be seeing today.
That way they have a tangible, they actually have a tangible and they can see everything
that you are showing them.
The information there, the square footage of the house, the year it was built, number
of beddings, baths- it will be all on here.
All the generic information will be at their fingertips.
That makes a lot of things easier for you as an agent.
Next thing you want to do is this, Now you pull up to the house you drive up you park
there next to the house you approach the house you knock on the door nobody answers you're
gonna have a super key, let yourself in with the super key - a little mechanism you're
gonna open it up the key is there, you're gonna open the door.
Although nobody answered the door when you rang the door bell or knocked, it might be
a good habit for you to scream out that you are there.
And I've done this every single time I've shown property.
You walk in, open the door and yell out Realtor, or which ever company you're with, hello,
Keller Williams here.
Let everybody in that house, if there is anybody there know that you have arrived.
The last thing you want is to go into this house quietly assuming nobody's there.
Trust me this gets a little funny.
You open a bedroom door, and the safest, will god forbid the safest thing is there's a child
home sick in bed throwing up or there's an adult sleeping there.
It makes it for a very unusual circumstance.
Open the door, walk in, scream out that you're there.
Helps all the time.
So, as a reminder also before I move forward make sure you have your lock box key updated.
Again, many of times I've gone with my lock box, gone up to the front door expecting it
to be nice and easy.
I'm gonna press the little enter button on my lock box it will allow me into the property
and guess what, I forgot to update my little mechanism.
So again when I push the button for it to allow me to release the key it doesn't work.
Now I have no access to the house.
I have no access to the house.
Now you have two buyers behind you breathing on your neck, dying to get in.
They're excited and you can't get in because your mechanism, your key isn't working.
It is rather embarrassing, unprofessional, and you are not prepared.
Please make sure all of your materials are working properly.
You want it to go as smooth as possible.
Next, put on your consulting hat.
Take off your sales hat put on your consulting hat.
You don't have to sell a house.
The house will sell itself.
The minute you open up that door and the buyers walk in and they see it, they're gonna be
wowed or they're gonna say no this isn't the one for me.
They're going to look at the house and the house will sell itself.
You're gonna have to give some advice.
They're gonna look at you for guidance and advice.
Remember that.
You don't need to be a salesman once you're in the house, let the house sell itself.
Again, don't rush them, but you will have to guide them to keep moving.
Many times you'll have buyers lingering in one area of the house.
For example, they'll go to the backyard where there's a pool, and they'll sit back there
and they'll say wow look at this pool honey look at this pool isn't it nice and before
you know it ten minutes have gone by and you have to see the inside of the house.
It's your job to keep it rolling, keep it moving, keep it smooth, keep it going.
Keep it- they have to see the rest of the house.
Don't let them get too comfortable with just one part of the house.
Good.
Next one, before you leave make sure everything is the same position as it was when you entered.
Which means make sure all the lights are off, make sure nobody touched the TVs, nobody touched
the refrigerators or when they open the drawers, a lot of buyers will open drawers- make sure
all that's closed.
Make sure the house is in its original condition as to when you arrived.
Locked, lights off, everything's in place.
That would be the responsible thing to do as a real estate agent or realtor.
Last but not least, of course you want to review the day's activities.
You've probably shown 5, 6, 7 houses.
You don't just want to say goodbye.
You might want to invite them for a cup of coffee, say hey you know what I've got some
great coffee brewing at my office, or at Starbucks down the street, or you know something of
that nature.
It gives you an opportunity to discuss all the properties that you had on these reports.
These reports have notes.
Buyer's have been taking notes on their sheet, on the buyer's sheet.
You might want to discuss with them which one was the best for them, which one are they
interested in.