NAR’s practice changes are coming August 17th, 2024—just over 90 days away. And we all know the buyer appointment is going to be more important than ever. 

The problem is a lot of agents don’t think about how they prep for showings. This preparation is going to be even more important moving forward, especially if are starting out with some type of property tour agreement.

So, today, I’m sharing exactly what to do to prep for your next property showing and get your buyer clients excited about working with you. 

8 Steps to a Successful Buyer Showing

I’m a big believer that proper preparation prevents poor performance. You’ve heard me say that many times if you follow anything I put out.

What I know is there are some steps that get taken for granted when showing a home.

I’m going to break down all the steps to illustrate exactly what to do the next time you get a buyer appointment booked, so you can be ready to move down the funnel if the opportunity arises. 

This isn’t about closing more sales. This is about creating an environment where, if the buyer has intent, you have answers to questions that will move buyers to the next step.

After all, that’s what a good salesperson does.

Step 1: Dress with your buyer in mind

The first thing is to be dressed and ready to go. This is a professional appointment. 

I put ties on when I meet people for the first time. For women, it’s going to be different. Nothing new here, but appearances matter. Your buyer wants to see that you take them seriously. 

So, show up looking like you’re ready for an interview or a professional meeting. 

Step 2: Show up early and set the scene

Secondly, make sure you get there, not on time, but a little early, so you can— 

  • Get into the house
  • Unlock the doors
  • Turn the lights on
  • Create a bright, welcoming environment to show the home

If you’re running late, make sure to call the client and let them know. That’s what a professional does. 

Whenever possible, get there early and get the lights on. When your buyers arrive, greet them professionally, shake their hand, look them in the eye and smile. 

No matter if it’s the first meeting, the third meeting, or several meetings later, bring the energy so you’re ready for these appointments. 

Step 3: Stand in the corner

Once you enter the home, stand in the corner of any room you’re in. It will make the room feel a lot bigger. 

You’ve already prepped the home by turning the lights on and getting things ready. Now, standing out of the way helps create an environment where your buyer feels the spaciousness of each room. You’re not on top of them. They can envision themselves living in the property. 

Now that we’ve got those details in place, here’s what you do to prep for the appointment. 

Step 4: Walk in with a printed itinerary for each showing

Bring a printed itinerary of any homes you’re going to be showing, and know how long each home’s been on the market, what the price is, and if there were any adjustments. 

Explain all that information as you go into each property. 

“So 123 Banana Street has been on the market for 23 days. They just adjusted the price to $450K. It was originally at $489. And here’s what the seller paid for it three years ago (if that’s relevant).” 

You want to have an introduction to each property that gives you some intel on time on market, pricing, history, and anything else your buyer will likely want to know. 

Step 5: Share the pros and cons you notice

As you’re walking through the home, point out the positives and negatives. 

“Hey, it looks like they just redid this kitchen. This is a really nice floor plan.”

Or…  

“Hey, it’s kind of dark in this room, or this carpeting might need to get replaced.” 

Or… 

“This is a funny way to walk into a home…”

Whatever’s going on, if you’re feeling it, express it—both positively and negatively. Remember, you want to point out all the things that are happening. 

Say the property is on a busy road: 

“Hey, so this home could be great, but it’s on a busy road, so just be aware of that.”

Or maybe your buyers have kids or would likely have children over as guests. Keep your eyes open to details that could pose a danger to them. 

For example:   

“There are power lines in the back.”

Don’t be afraid to point out the good things and the bad things about the property. 

Step 6: Have your comps ready

So, now you’ve researched what’s going on in the history of the home, you can also share any intel to make your buyers aware of where values are trending right now, including— 

  • What homes are selling for in the neighborhood
  • What the recent sales activity has been like
  • The average time on market for the neighborhood
  • What the last home in the neighborhood sold for

“Hey, this last one went in three days. They had multiple offers. It was priced right around the same number here, just so you’re aware of what’s going on in the community.”

All that prep work about sales, data trends, comparable sales and listing history, is all going to help you create a professional showing environment so your buyers know exactly what’s going on. 

Step 7: Get your buyer’s feedback

At the end, when you get outside, ask your buyers for feedback on the home. You want their raw first impressions. And you’re more likely to get those with a simple question. 

“Hey, Mr. and Mrs. Buyer, what did you think about the home?”

After you’ve asked, stop talking and let them give you feedback. They can say what they like—and what they don’t like. Keep your notebook handy so you can jot down any important details. 

Then you can go a little deeper and say, 

“So if you were going to rate this home from one to seven, knowing north of five is offer territory, where would you rate the property?” 

See how that plays out. Get their feedback when they say, Oh, this home’s a two because of this. 

“Perfect. I’m never going to show you homes like that again. That way we’re not wasting your time. Does that sound good?” 

And that’s what you want to do when you wrap up the appointment

Step 8: Have your next steps prepared

There are a lot of questions to ask after the property showing. Obviously, you want to have clear next steps, get to a second meeting, and make sure you’re adding on additional homes that may be of interest.

Even if those homes they’re vacant, and the buyer didn’t ask about them, you might want to add them on anyway and say— 

“Hey, I’m not sure if these are going to be for you, but I added on two other properties. They’re only five minutes from here. You want to go take a look?” 

All of these steps will help you create a professional showing environment, and that’s what professional agents do. 

There’s a lot more importance around the buyer side of the transaction now. This preparation, these steps, are proven to work. 

I’d be running every single one of them.