After searching for a home online, 76 percent of buyers’ next step is to drive by or view the home, according to the 2014 NAR Profile of Home Buyers and Sellers. The Internet can only show a potential buyer so much about a home, so it is crucial for buyers to walk through it, analyze the layout and structure, and scrutinize over the nitty-gritty details in hopes of imagining living there one day before purchasing.
Unfortunately, too often sellers hesitate to open their home for showings as it disrupts their every day routine or they don’t feel safe letting strangers into their house. While these are valid concerns, it is important to explain the benefits of home showings to your clients.
We live in an instant gratification culture
Today’s buyers want to see the house the moment they see the listing. If they have to wait for an open house or if the home is not available for private showings, they’re less likely to pursue the property.
Time Money recently published a three part series on how to successfully sell your home, and revealed that sellers should offer constant access to their home due to the on-demand culture today’s buyers live in. The home sale package must include a multitude of facets: beautiful photo galleries online, detailed listing information and in-person walk-throughs.
Seeing is believing
Showing a property is a necessary component in the sale process, because it allows potential serious buyers the opportunity to experience the space in detail. While open houses can be beneficial, they don’t always attract committed buyers. Usually window shoppers or neighbors traipse through the house without any desire to buy it, doing nothing for the current homeowners.
According to a recent article on Trulia, private showings let potential buyers analyze the house in a comfortable environment, with no pressure from the seller’s agent or being surrounded by other potential buyers.
Buyers want to envision living in the home, which is why private showings where they can examine the space and make sure it fits their needs tend to be more successful in generating a sale.
Timing is important
If a seller wants their home sold quickly, rather than letting it sit on the market for weeks and months causing speculations as to why it has not sold yet, they need to make their home accessible right from the beginning. You must explain to your sellers that the more times the house can be shown, the more likely someone will put in an offer.
Set the expectation that the home needs to be ready for showings as soon as it hits the market. Buyers won’t wait long to see it.
Rina Camhi is a 15-year veteran of the real estate industry. An agent, owner of a brokerage and owner of a property management firm, Rina has excelled at generating and fostering client relationships. She recently launched a two-part lead generation and on-demand home showing app in Houston, 10MinRealty, that connects interested buyers and local agents at the click of a button.