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Danger: Showing Too Many Homes Can Be Hazardous To Your Health!! What is the best number of homes to show buyers when you go out together? How often do you show homes with each buyer? Once, twice a week? It is a good idea to have a cap on the number of homes you show to the buyers since they can find the experience to be dizzying with so much to take in during such a short time frame. You probably haven’t thought of how showing homes can be very similar to eating out. When you go to certain restaurants where the menu is like a textbook (since there are so many selections to choose from), it is sometimes difficult for you to decide what to order. However, if you go to one that specializes in just a few items and they do it well, then it is as easy as 1-2-3 to order. A good example of this is at In-N-Out Burgers. They have a very simple menu. You either order 1) Hamburger 2) Cheeseburger 3) Double double. The only additional choices you need to make are whether you would like french fries or a shake with your order. I remember going to a restaurant that I had heard about and wanted to try out. I stood and stared at the extensive menu on the wall. The cashier asked, "May I help you?" I had to tell him "I'm not ready. Just a minute please. I'm making up my mind." You would believe ordering food is a simple and easy task. After all, it is not a differential equation that I need to integrate or a chemical compound that I need to mix. Yet, I felt as though I was back in college solving complex mathematical calculations…and this was supposed to be a relatively easy task of placing an order for lunch. I felt rather awkward standing there with my mind running its cycles while the cashier looked at me as though I was an alien from outer space. To help out those you are providing a service to, maximize the use of simplicity in everything you do. When decisions are hard to make because there are so many different moving parts to the picture, procrastination and inaction kicks in. This is human nature at its finest. Given too many choices we choose none! Like with having too many choices when ordering a bite to eat, when agents show buyers too many homes, it may overwhelm the buyers. For buyers who don’t really know what they want, the issue gets worse since the more houses they see, the more they will keep switching back and forth on what they are looking for. They don't need to see 100 homes before buying a house. It is simply too time consuming and it may do more harm than good. Every buyer is different, so you make adjustments in your showing pattern based on how the buyer makes decisions. In the seller's market of a few years ago, buyers were competing for the few available houses and had to trust their gut and move fast. Now, in a buyer’s market, with so much choice and the accompanying media hype of reporters telling people not to buy a house, many buyers will freeze up and think about it for days on end. Keep in mind to stay light and easy in both eating and showing homes!! The homes that are for sale have flooded most markets and it is the agent’s job to cherry pick the best ones to help buyers focus on the homes that match up with what is desired. The important part of the selection process for the agent is to listen to the buyers when they explain what they want. Your role is that of a matchmaker where you put the right buyers with the right homes. With the amount of inventory available, buyers are nervous because they want the most for their dollar. Therefore, to make the process smoother, the criteria of what the buyers are looking for has to be established up front so everyone is on the same page. If you know the inventory and you know your clients, you should be able to eliminate some choices beforehand. The most efficient way to select the homes is to send a quick email or give a call to the listing agent to get a clearer sense of whether the home would meet the buyer’s requirements. We will see you again in part 2 of this 2 part series to find out specific tips on how you can show just the right amount of homes and get a purchase agreement signed quicker.
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