Why You Shouldn’t Require a Buyer Consultation Before Showing Buyers

Ok, it’s not quite that easy but after analyzing thousands of Realtors, transactions, successful teams, unsuccessful teams and all the podcasts and interviews, we are definitely on to something.

You would think this would be an obvious giveaway, right?

If you’re a Realtor, you make money by selling homes and in order to sell homes, you have to show homes.

Makes sense.

Well, what if I told you that there’s a very common practice among realtors to NOT show buyers homes when they want? They also make the buyer come in for a 45 min to 1-hour presentation where they then have to get preapproved by their lender.

Don’t mind that house that you called out, it’ll be gone by Monday anyways.

That’s seriously their strategy. Don’t be a Sales Prevention Specialist!

This scenario is usually a potential buyer calling about a home they saw online or maybe they’re even possibly sitting in their car in front of the property when they called.

Check out my sales prevention strategy post for a real in-depth take on the practice and what to do specifically instead to lock down those sign calls a client.

I have closed so many transactions and quite notably a few great deals where the buyer, ultimately my client, says “I definitely did not think I would be putting an offer in on a house and putting my on the market today.”

That only happened because I answered the call, went out and met them and interacted with them like humans.

You miss every shot you don’t take, and every buyer you don’t show.

Another benefit is that you will soon have a huge advantage over your competition if you’re actively seeing what’s coming and what’s selling and what’s not, etc.

So get out there and show a house next time you get a sign call or internet lead. I have countless stories of amazing things happening to agents who implement this strategy. One of my best rookie agents I’ve ever had went out to show a $100,000 tear-down in a not-so-desirable area of town.

One of my best rookie agents I’ve ever had recently took a sign call and went out to show a $100,000 bungalow in a not-so-desirable area of town. He wasn’t ecstatic about the appointment when he pulled up the listing on the MLS and what little excitement he had dwindled when he pulled up to the dilapidated house.

So let me tell you the good part.

That house wasn’t a great match for that particular buyer because, of course, the pictures made it look like it was in a much better condition and it needed too much work for them.

My agent did his thing, got their info and their criteria and they were off. Well on the way out of the house while my agent was walking up. A little old lady walks up and starts talking to my agent. They talked about a lot of things and for quite awhile as well.

Turns out that the little old lady had lived on that street for 50 years and was ready for a move. Problem was, she didn’t know who to talk to. She knew the house next door was listed but she never saw the listing agent and the agent never called her back after she called and left a voicemail the first time.

Turns out little miss Grace had accrued quite a collection of single-family rental homes and vacant lots… 22 in total to be exact.

Needless to say, my agent helped her sell off all of her properties for more money than she “ever could’ve imagined” in her own words.

and those 22 transactions all branched off into their own sign calls, buyers, neighbors, and referrals.

All from 1 little sign call on a $100k house folks.

Take the call, show the house.