Developing a Great:
Have a showing plan. Write it down.
Don’t haphazardly show your home!
Never wander aimlessly through your home with prospective buyers!
Reasons why YOU need a Plan
When you show “by appointment” and you have a predetermined showing plan, it’s YOU, not the potential buyer, that has control of the situation.
Why is this important?
1) You keep distractions to a minimum.
One on one with your prospect is your goal. Interruptions are your nemesis.
For obvious reasons you don’t want unattended strangers wandering around your home.
3) You get to show your home at it’s best.
Highlight the features that make your house a HOME.
You get to direct the attention of the buyer to the points that you wish to stress.
You are able to focus on any questions without bouncing around from subject to subject.
Developing Your Showing Plan
The process for developing a showing plan is really fairly simple.
Grab a pencil and a note pad.
1) Tour your home
Go to every room in your home, from upstairs, to downstairs, to yard, to garage, etc. Don’t miss any areas.
2) List selling points (features)
As you make your tour, write down the features you want to show and cover.
Make sure that you jot down a point of attention or topic of discussion for each room. Some rooms will have more than one attention focus.
It is very important when you bring a prospect into a room or area that you KNOW what it is that makes it SPECIAL and that you begin speaking about it.
Nothing could be worst than potential buyers staring around your bedroom in total silence. If they’re not asking questions, then YOU had better be talking.
3) Decide on YOUR favorite features
Ask yourself, “What three features do I like most about my Home?” One could be as simple as watching the sunset from your patio.
You should build your showing plan to highlight those features. Why YOUR favorite? Enthusiasm! You will love showing them off.
4) Decide on your showing plan order
Here you want to come up with an exact room order that you plan to show your home. Upstairs to downstairs? Kitchen to bedrooms? Indoors to out? Know what is next, no wandering around.
5) Put it all together
Now you have a touring order, and a list of features in each room that you wish to stress. Simply put them together. Make a checklist. This is your showing plan.
When you are with a prospect check them off as you go along. If your buyers pauses, you pause too.
Show your home with pride!!
You should practice showing your home with your spouse.
Run through you showing plan check list room by room with your spouse.
Do a question and answer session with each other. Get your showing plan down pat.
Also, when you practice with your spouse he/she will also become familiar with the showing plan. Now both of you will know what to focus on, and will be able to assist the other as necessary.
The more comfortable you get with showing your home the easier it will be for you when you are face to face with a potential buyer. When you are comfortable it shows as confidence. Confidence sells!
One last train of thought applies to your showing plan - and that is the final preparations just before the showing.
Remember, when you set an appointment time, you EXPECT them to show up on time. You should give your prospects the same courtesy. Here are some tips on being ready.
1) Walk Through
Do a quick walk through of your home just prior to the appointment time. Check for those little things that are wrong or out of place. Drapes open. Lights on. Kids toys off the floor. Pets out of the way. Etc.
2) Have Your Showing Plan handy
Keep your brochures and showing guide (plan) in the same place. Make them easy to find and use.
3) Think Ahead!
Don’t cook corn beef and cabbage for lunch if you are showing your home at 2 P.M. Or onions, or garlic, or anything else that lingers. Keep your home as bright and fresh as possible. Keep it neat and ready.
4) Positive Reinforcement
You can reinforce your showing plan by putting note cards on items of interest that could be overlooked. Items such as: a space saver microwave, dryer or kitchen vents that go outside of the home, wall outlets that work off light switches, freezer in the garage that’s included in the sell.
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