How to lead a buyer through a sight-unseen purchase

  • Make sure you set expectations about what will happen if your buyer doesn't like the house in the flesh.
  • Remote homebuyers can change the market -- they often have fewer contingencies.
  • Keep a detailed file of all your clients likes and dislikes so you know when a home ticks all the boxes.

Faster. Better. Together.
Inman Connect San Francisco, Jul 16-20, 2018

Read more about sight-unseen buyers and what motivates them. Michael Smith, the regional president of Berkshire Hathaway HomeServices Professional Realty in Greater Cleveland, was one of Matterport's first clients. In his quest to capture unique vantage points for his own clients, he has been known to attach Go-Pro cameras to dogs. They stopped a lot to sniff, so all remote viewers saw were closeups of grassy verges. Smith is a prime example of an agent who has really taken the latest visual tech and run with it to help his out-of-town clients decide which home to buy. He said he has seen two deals in the last year with remote homebuyers, and he is doing everything he can to win more clients in this area. Smith helped the incoming manager of a local company buy a new home on a large piece of wooded land for $450,000. "It was the highest-price home that sold in the last five years, and it sold sight-unseen," he noted. The average sales price in the area is $89,...