A successful showing agent knows when to talk, when to shut up, when to be available for questions and when to step back to allow their buyers to talk about what they're looking at.
An interesting thing happened a couple of days ago when I was showing some customers from Sweden. Before we started our tour, he turned to me and said, "Shannon, the sign on your door says that you speak German"? I replied, "Actually the sign on the door says that there are German speaking agents but I am not one of them...I hope that doesn't pose a problem". He and his wife both giggled and we carried on to the first showing.
As we drove to the first house I was puzzled as his english was very good as was his wife's speech. Were they disappointed at the fact that I couldn't speak a language that perhaps they were more comfortable speaking?
Within a couple of minutes after arriving at the first property they both broke into a conversation in German and it became evident that they had asked if I spoke German to see if I was going to be able to understand what they were saying inside the houses which of course I did not.
Now some agents might find this rude or uncomfortable but I thought, oh how cool is this? We can see all of these houses, they can do their own talking with me right in front of them without me having to dodge around the home giving them personal time to take in all of the attributes of the property while feeling like I was going to add my two cents as we went through.
I think it's important to include personal time for buyers in each home. It's not necessary that I know all their personal thoughts. It is necessary for me to have answers to all of their questions which I answered when they were ready to include me again but in this particular circumstance it didn't require me to run to other areas of the home while they did their thing. It allowed them to fully determine if the home we were in was a real buying opportunity.
Showing real estate is an a skill and everyone has their own theories. Some agents believe that they need to talk all the way through a house and describe everything about the property, the community and so forth which in many cases can cause a nuisance (at least in my experience). I think that type of showing wears buyers out and prevents them from being able to determine if the property fits their particular needs and the focus becomes more on the agent instead of the property.
I also think those agents who open the door and stand at the front without popping back in to assist with questions or perhaps point out less obvious features also can leave interesting and meaningful information off the table for buyers to make a decision.
I have been really fortunate lately to be accompanied by some super intelligent agents as well. Listing agents who accompany are mostly a benefit while showing the types of properties I've been showing in Park Shore, Old Naples, Pelican Bay and Moorings. Every once in awhile I'll run into an agent who causes more of a hindrance than assistant but I have learned how to help minimize those issues for my clients which in return helps me close more deals.
So if you're thinking about purchasing property in Naples, Florida. The answer to your question, seriously, can we talk? Is most definitely, BY ALL MEANS!
Best Regards,
Your Naples Smart Girl
Serving my purpose through content rich informaton about Naples, Florida real estate!
Best Regards!
Shannon Lefevre, PA
Your Naples Smart Girl!
239-595-6223
www.ShannonLefevre.com
“The opinions expressed herein are those of the author and do not necessarily represent the views of John R. Wood Realtors.”
Shannon, I'm normally not a big fan of having listing agents accompany me on showings, but in some cases where there are unusual features, an accompanying listing agent can b a great asset.
I agree that there is an ideal middle ground between talking constantly, and leaving buyers totally on their own.
Shannon this reminds me that we really do not sell houses. Houses sell themselves. I know in my career I have never talked someone into buying a home and would never even try. Buying a home is an emotional decision.
In our area, listings are shown by the listing agent. When there is a lock box, "showing agents" have been know to give the code to a customer instead of accompanying them.
I don't think I'd like having a listing agent present for every single showing; once in a while and only if required by the seller. I've had a listing agent just take over --- as if I wasn't even standing there and I personally found it offensive and unprofessional of the other agent. No surprise --- 2 days later I find out that these clients are now househunting with that agent. Low Down 'N Dirty in my eyes!
But .. in regards to your post --- I usually listen for subtle hints (sounds) the client makes, body language and facial expressions etc.., that helps get down to what they are really looking for in a home. I've had some buyers hesitate to speak thinking that I worked for the seller --- but I could just tell there was something holding them back by their body language and had I not voiced the fact that I worked for them --- they'd have never known there was an agent who represented their side of it! So if I'm not able to understand their additional language I just wouldn't hestitate to ask questions when the tour was over. Regardless of language spoken however; body language, sounds and facial expressions have no barrier and a good agent should be able to read these sufficiently.
Our area is Listing Agent Accompanies - for a number of reasons. On a showing, the listing agent should be available to answer general questions and add information, but not hovering. I expect to answer any questions my buyers have and to moderate interaction with the listing agent. Clinging to the buyers and incessant unnecessary dialogue is counterproductive. Does any buyer ever need to hear, "This is the bathroom" or "Here is the kitchen?" They need that time to "feel" the home and talk to each other.
They probably enjoyed being able to speak to each other in front of you, rather than waiting until out of your earshot to talk about the home.
Great post. I totaly agree with what you ahve said. I love to let my cleints go just after I give them the basic details of the house. Most buyers will know if it is home or not. Just be available for questions.
Great post. I totaly agree with what you ahve said. I love to let my cleints go just after I give them the basic details of the house. Most buyers will know if it is home or not. Just be available for questions.
I wouldn't be (and haven't been) offended by clients speaking a different language to discuss things in front of me. I agree that it gives them some "privacy", but it also allows me to listen to that body language and tone of voice...I can tell if it's good or bad without understanding their language.
My family is from Norway and often (every few sentences) they revert back to their comfort which is their native language. My father often excluded the rest of us from his conversations with his family when they visited.
I can see some people getting annoyed with being left out of the conversation yet I agree with you fully. The house sells itself and as a buyer agent we need to give them time to breath and explore. I have looked at many properties in other states where we had to move. We always used agents of course and I HATED it when they were pointing out every little obvious feature, following me around like puppies and not allowing us to take the time to really look without influence.
Some agents don't like to have buyers drive their own cars but I am all for it. it gives them time to chat.
Nice post.
Shannon - I have to disagree with you on this point (sorry). I have always found it to be offputting when my clients do this. As for having the listing agent along, I usually can't stand it, because they are often trying too hard to ingratiate themselves with my clients. However, with a unique property, they can be helpful.
Clients always need a little time to chat privately which I gladly provide. But I honestly don't feel comfortable when people start speaking another language right in front of me. I understand that it may be more comfortable for them, but it just seems a little rude to me, like they are deliberately trying to exclude me from their conversation. It would be more polite for them to do so in another room or in their car...not right in front of me. Manners.
I like my buyers in my car...gives us time to get to know one another (with our military relocations we meet them one day and going out the same day for showing appointments) and sometimes it's good to have listing agent there...if they do know when and when not to butt in. I had one listing agent pull my clients aside and kept walking in between us.... it all depends. Witth the language thing. We have so many different ethnic groups here and they all speak a different language.
That's great that your buyers were able to have a "private" conversation right there in front of you. Also good that you reacted appropriately--weren't annoyed by it and understood what they were doing. In our area, listing agent normally doesn't accompany the buyers and their agents, but when that does happen, it's normally a really good thing, as they can answer more questions about the house right there and then.
I have to give them some privacy after we have seen the whole house together. This way they can talk about the home and go from room to room without me looking over their shoulder.
I agree with the idea of giving a prospective buyer or tenant room to breathe and absorb what they are looking at. Otfen times its what is said rather than not said that can break a deal.
Here in Chicagoland the listing agent accompanies in the city & in the suburbs we show on lock box/Supra.
When the listing agent is expected, no big deal....when it is uncommon for the listing agent to accompany it can get very annoying.
I have found it is important when showing homes to couples to walk away and let them talk between themselves. All couples need that private time.
I have never had, nor would I want, the listing agent around. It would be as bad as having the seller there. As for them speaking another language in front of me, It wouldn't bother me. It probably wouldn't be hard to get the gist of their conversation. At least enough to know if they liked the house or not.
Hi,
I would hope, after the first time we go out my clients would be comfortable enough to talk in front of me.
Most of the houses I show are not my listings and I don't own them, so I ask buyer prospects to be really honest and let me know what they like and don't like about each house, so I can better understand what they want.
All the best!
I never thought of that way, especially when they can speak fluent English. To me it is rude and I feel like they are talking behind my back. It would be great if we had an translation device in our ear and when they spoke in another language we could answer or respond to their comments in English.
Shannon, I was commenting earlier, but then got sidetracked by a phone call. I didn't understand where the discussion of the listing agent being present came from since I didn't think that really is what you were getting to. But I digress. I really don't have a problem with the clients speaking between themselves. In fact, I do what you do and that is to give them space. Yes, I will try to point out things they might oversee, but I usually try to let them view the home as they wish.
Hi Shannon,
I wrote a post about this way back when and there seems to be a more leaning on the "not have the listing agent present at the showing. I personally would rather not be here unless the seller requests it. But there is nothing wrong wtih it in my opinion.
It's a funny situation when the people are knowingly talking behind your back but in some ways it helps a lot with intimacy issues. You can always chime in when necessary.
I've had soome listing agents that hovered like a helicopter. They seemed to NEVER want to be out of ear-shot. Annoyed the poop out of me, and I know that it annoyed and/or intimidated some of my clients. When I am in the house as a listing agent for a showing with a buyer's agent, I give a short description of a few things they might want to notice, and then hang out in the kitchen or some other area where I am available but out of listening range.
As a buyer's agent,I tend to hang back a bit and let them explore. But, they don't need to try to find me with a question... I'm there.
It is a tough balance.
Hi Shannon, you have quite a good thread going here. I think I would have been uncomfortable if my clients started talking in another language in front of me, but you handled it great, turning it into a positive. I've never been in that situation yet, but I'll have to think twice about it now if it ever happens. Good job Smart Girl!
Great Post!! I think it is best for them to go ahead and explore but I am close by for any questions.
Shannon - Silence is golden. The less distractions that the buyer has, the easier it is for them to imagine living in the home.
I would never want the listing agent present. My buyers would feel uncomfortable knowing anything they said might get back to the sellers. It's much easier for me to suggest solutions to an objection while we are at the house rather than later.
As a listing agent I make sure that the information on the home, subdivision amenities, lot lines, utilities, schools etc is readily available at the house. I feel it's my job to anticipate any questions the buyer might have and make sure the selling agent has that information.
Great post! I agree with you. I give my buyers lots of space and try to keep my mouth shut when they tour the house. Even if I discover some great feature I know they will love...I let them discover it. Like getting a present. Sometimes I do appreciate the lising agent to be present. It just depends on the situation.
Can see your point, but think we would be uncomfortable is the clients began chatting in a language we had not idea about how to understand it Our 2 cents.
Sharon, we have a lot of Asian's in Ann Arbor, when showing a home they always speak to each other in their native language while inside the house. I'm use to it, it is their comfort level.
After the showing, I always ask, "So can you tell me your thoughts on this house, so I can better serve you in the future?"
Great story. Great tip. There has been more than one time when I blew past the buying signals and kept trying to sell --- only to lose the sale.
"auf Wiedersehen" :)