Why doesn't the listing agent show your home more often?

If your listing agent is not showing your home as often as you would like, it does not mean that your agent is not working hard for you. A lot of homeowners think it's only natural that their listing agent should be showing their home. And it is, to an extent- but it doesn't always happen, and try not to get too upset about it.

When you hire your agent, you expect your agent to market your home to the best of their ability, and to get as many buyers through the door as possible, so that one of those buyers ends up purchasing your home.

If we look at things realistically and statistically, most agents have a group of buyers that they are working with at the present time. Let's say, on average, that number is 25. Out of those 25 potentials, how many would be in the market for your home? Most agents work in a variety of price ranges, and towns, so the possibility of an existing buyer being interested in your home is somewhat slim.

Which brings me to the next point- If the agent is marketing your home, and marketing it well, wouldn't they get new buyers just from your listing, that would already have some interest? The answer to that is yes, but the amount all depends on how marketable your home is as well as the agent's marketing efforts. For example, if your agent made sure that your home had all the exposure it could possibly have, your home may not be as marketable  as you think it would be. The other point to make here, is that you must make sure that your agent presents your home in the best possible light to buyers. Even when all the conditions on marketability and presentation are met, the market may be very slow. It does not mean that your agent is not doing their job.

The last piece of the puzzle, and the most important one, is that your agent also markets your property to other Realtors. It is a well known statistic that the vast majority of agents RARELY sell their own listings. In addition, historically, less than 3% of all homes sell at public open houses.  

In our area of Fairfield County Connecticut, there are over 7,000 agents who are members of the Multiple Listing Service. If they all had 25 prospective buyers, wouldn't THAT be a great place for your agent to concentrate some of their efforts to secure a sale for you? What do you think the possibility is that just one of those 7,000 members has a buyer for your property. That would be,..... well 7,000 times greater than just your agent having a buyer, wouldn't it?

So try not to get too upset if your agent doesn't show your home as often as you would like. Some agents, myself included, show their own listings more frequently- and secure sales on their own listings, but that also is rare, and even for those of us who do manage to  find our own buyers for our listings, it's the exception, rather than the rule. Just remember, that your agent is  working on selling your property nonetheless.

Should a seller leave during home showings?

So you've decided to sell your home, and the showings begin. What exactly are you supposed to do during the showings?

First of all, you would be surprised at how many buyers look at homes to buy during business hours. If that's the case, just make sure that when you leave for work, there are no dishes in the sink, clothes on the floor, garbage that needs to be taken out, etc. If you have an indoor pet, make sure that  you have the necessary arrangements in place so that a buyer can comfortably look at your home while you are out.

But what if you're home, and you get a call from an agent who would like to show your home within the hour? There are a few right ways to handle this, and a couple of wrong ways to go about it.
Let's talk about the right ways, first.

DO: If you have somewhere to go, then... go! (To the market, to the bank, to your neighbors house, etc)
If you cannot leave, it is very important that you remember that this is not the time to strike up any conversation with the buyer's agent or the buyer.
DON'T: Do not lead the agent and his/her buyer around your house and point out the positives. You only look like you are desperate to sell. Do not follow the Realtor around your home, either.(It will appear that you don't trust them)  There are many style of salesmanship- some agents do not say too much to their buyers during a showing- DO NOT start talking about "this feature and that feature, and how much this or that cost" It's overbearing, and will not help you.

If you are concerned that the agent is not pointing out all the good features of your home, refer them to your property marketing brochure. If your agent did not supply you with any, then, quite frankly, I'd get a new agent. Brochures are important!

Even though that buyer's real estate agent may sell your home, that Realtor does not work for you, and has a fiduciary responsibility to their client. If the agent showing your home is experienced and knowledgeable, they may try to extract information from you, that could benefit their buyer in negotiations. So, a simple hello and a pleasant thank you and goodbye is about all you should say. Your agent should advise you as to what's okay to talk about and what isn't. I always do.

I remember one time I was showing a home- a modest home in a modest area, but that seller would NOT leave us alone. She just had to tell us everything about that home, and trust me when I tell you- I am more of a conversationalist agent, and I will point out all the good features (as well as the bad) Well, we were in the living room, and the homeowner came over to us and blurted out, "Oh, we have a new furnace- it's just 7 years old", and then she talked about her newly remodeled bath- "that was done 10 years ago!" I felt badly for her, because it just sounded so desperate, and at the same I was laughing inside because  it also sounded so silly! Look at this way- If I told you I just a had a baby, and in the next breadth, I told you that he just celebrated his seventh birthday, that would sound kind of weird, wouldn't it? So, yes, this seller was only trying to help, but it didn't come out that way.

So listen to your real estate agent's advice, and if you can leave the house, that's always best.

When and when not to allow showings on your home

A lot of people are watching the Superbowl tomorrow! But that should not preclude you from showing your home if it is on the market.  I have a client who needs to move immediately, and I was trying to make appointments for tomorrow. Believe it or not, two homeowners declined appointments because of the game. I'm not singling out sports fans, I like to watch, too, BUT, if your home is on the market,  please don't disallow buyers access during a televised sporting event, or a particular television show. They may very well be just as big as fans as you are, and are even more sorry to miss the game or the show  to go look at houses,  but not allowing  buyer access for a few minutes is just not a prudent business decision on any sellers part without good reason. In tomorrow's case, my particular buyer-client  may very well purchase something tomorrow, and those two houses are out of the running because... of a game.

Generally speaking, if a buyer would like to see your home at a reasonable time, let the buyer see it.  I've called to make appointments and I have gotten every excuse in the book- Like, "I have to pick up the house first", (by the way, when I get the seller to agree to the showing, and I usually do, the house tends to be one of the cleanest of the day- and it's not just because they had an extra half hour to clean the house. It was clean already. Here's another one- "We are doing work in the house, and you can show it next week".  Please remember that if you are doing work to sell your home while it is listed, it's an especially good idea to let buyers in during the project for two reasons,.. no let's  make that three.

1. They can see that you are doing quality work 2. If the buyers like the house, and want to make a minor change to your project, you can stop right there! and 3. I guarantee you the buyer won't buy your home if he/she can't look at it.

Reasons to put off a showing- Illness or personal event.

In the case of the above two properties, I think it's akin to  shirking your duty as an agent to forward buyer appointment  calls to the seller. That's what sellers hire agents for- Although the many of  agents in my area direct appointment calls directly to the seller, I  choose to personally  take all appointment calls, and I all my client for confirmation. It's much better all the way around.   If you'reone of the millions  watching the game tomorrow, I hope your team wins!