Naples Florida Real Estate: The Importance Of Previews!

"I need to make an appointment to preview your listing at ABC First Street please...." the dreaded words heard by any listing agent who is required to accompany all showings and who knows a preview in this market does not necessarily mean a site unseen offer.

"Previews" by my personal definition is when an agent physically looks at a property before clients come in or perhaps just because they want to know what they're talking about if someone should ask.  It's called hands-on intelligence.  Not everyone does them (as listing agents wipe their foreheads with relief) but if everyone did...my how smart we would all be. 

Some of the best agents in my office have a thorough mental inventory of everything in their markets because at one time or another, they've taken the opportunity to see what's available.  Mostly those previews are done through open houses but sometimes, especially when we have clients coming to town, they require a special appointment. 

That's typically no big deal when the properties are vacant and accessed by lockbox but much more cumbersome when owners are occupying the properties and require a listing office accompany.  There's nothing like starting what feels like a pretend fire drill for everyone...it feels kind of futile and a waste of time but is it?

Some agents in my market are VERY accommodating when it comes to previews.  During season, it's difficult and in some cases seemingly impossible to do them with time constraints and respect for the sellers but when you have a client coming to town (and time permits) I feel like I haven't done my job if I don't know what to set my buyers up for. 

Many of the buyers I work with give me a great working list of features and attributes they're after and even though our MLS system is thorough, the information at hand does not paint the full picture and the pictures and/or tours of the property are not the same as seeing the property in person.  DUH...that's why we still show today...right?

If you're a listing agent:  I know it can be a waste of time sometimes to allow previews but I think it's our job to keep the seller's best interest at heart even when our best interest is doing something else.  Try being accommodating.  I've spent a good part of the week previewing properties between $3,000,000 and $5,000,000 for a client coming in next week.  The agents I've had the opportunity to preview with have for the most part been absolutely fabulous with some going WAY OUT OF THEIR WAY to be accommodating. Others haven't been very accommodating at all. Hence...when I report to my buyer on Friday on what I saw and what I think, their listings will get a big n/a on their report card. Sorry...you did it. What's magical about the preview is it allows us to build a pitch about the property and at that time we have the opportunity to bond with the other agent and even the sellers in some cases.  It's funny how you find yourself wanting to sell something a little more because you like the people behind the property.  When that doesn't exist, the other properties are already starting behind the competition.

If you're a seller:  It might be a smart thing to ask your potential agent what their thought process is on previewing.  Will they accommodate another agent?  If not...could you see an increase in market time or perhaps a lower priced offer because of the reduced prospect base of agents and buyers who are attracted to your property?  Maybe.  I have a listing right now I am not able to see.  I have nothing to share with my customer and no motivation to show it because the guy was plain rude.  What's really sad is the fact that it's a vacant home and the seller has reduced the price of the property twice to attract an offer.  Well...you can't get an offer if people can't see it.

Another thing to consider is the fact that when buyers come to Naples, Florida, buying Naples, Florida real estate might be on their list of things to do but chances are that is not all they want to do while they are here.  Many of them want to hit the golf courses the beaches and relax.  I'm finding more buyers who are serious about purchasing really want to spend at most one day looking at property and typically a half day to do the actual showings.  That doesn't leave a lot of time for mistakes.  Showing properties that don't fit their needs eats that time quickly and if I don't play my cards right, they go home without meeting their objective and Shannon doesn't see a paycheck. That my friends is a lose/lose scenario and I suck at losing.