"...and THIS IS THE KITCHEN."

Have you ever heard a real estate agent say “...and this is the kitchen”?

It sounds kind of silly, doesn’t it? …considering that most buyers are perfectly capable of previewing a home and knowing which room is which without the agent’s cueing. And in most cases, buyers prefer to explore and discover a home while feeling what it might be like to live there. They need to envision themselves relaxing in the family room, entertaining in the dining room, watching their kids play in the yard, etc. Comments from a listing agent regarding every room and feature of the home are often distracting and annoying to a buyer. Buyers need to be allowed to connect emotionally with a home.

Ask yourself this: Who knows the buyer better - the buyer’s agent or the seller’s (listing) agent? Naturally, the buyer’s agent has a much better feel for what the buyer wants and needs…and conversely, what turns them off. A listing agent’s comments about all the kids in the neighborhood and the nearby playground could be a major deterrent for buyers without children; stressing the privacy and seclusion of a home might lead some buyers to feel the setting is too remote, and possibly unsafe.

Want to know how long it takes to set up five or six consecutive showings? Recently, one of our agents spent three days trying to coordinate and afternoon of six showings. When it comes to accommodating buyer’s agents and making properties accessible, listing agents need to remember that they must accommodate the buyer, and in return will provide service the homeowner. Working around a listing agent’s schedule is in no one’s best interest.

How about working with a transferee? You know, those buyers who land at the airport on Friday night and need to find a home by Sunday at noon? Talk about needing to roll out the red carpet…these folks are willing, able and extremely ready to buy. They are usually sophisticated buyers who may want to preview up to fifteen homes in two days and make a decision to buy one. But too often, the buyer’s agent has to run interference for these people. If they are forced to wait at properties for listing agents, and go through introductions and the where-are-you-from shtick over and over again at each house, it starts to get real old, real fast. And if they are denied access to a home, that opportunity is lost forever.

What’s the best way to overcome some of these challenges?

LOCK BOXES.

Using lockboxes enables real estate agents to service their buyers and sellers very efficiently, effectively and sensibly. If the listing agent provides the home with detailed listing sheets, plot plans and seller’s statements, why is it necessary for the listing agent to be present, especially for the first showing?

Today’s electronic lockboxes are safe, secure and incredibly easy to operate with a mobil phone app. They record and notify the listing agent whenever the lockbox is accessed. The app records who, when, the property address and the full contact information of the showing agent.

Advantages of using lockboxes:

• Accessibility
• Security
• Productivity
• Efficient use of time
• More showings
• More sales

If your real estate agent isn’t recommending using a lockbox, ask why not. And if the answer is that they will be present to SHOW your home and tout all the features and benefits, remember this:

They are probably saying: “…and THIS IS THE KITCHEN.”

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Provided courtesy of: Jay Burnham, REALTOR

Coldwell Banker Residential & Commercial Brokerage

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