Are We Clear on the Showing Instructions?
Showings are the mainstay of getting a property sold. There aren’t too many buyers who will buy a home sight unseen, although with the Internet that seems to be becoming more common.
We often see buyers, in their zeal to get a home, making offers on REOs and short sales without seeing homes, at least initially, to beat out the competition. We even see some instructions in MLS listings that a form must be signed by the buyers and submitted with the offer verifying that they viewed the property before submitting an offer, perhaps because of too many buyers backing out after they finally see the property.
Showing instructions are key, and it’s an essential discussion with sellers, at least those occupying a home, so it’s clear to all what those directives are.
And they must be spelled out clearly in the MLS for buyer agents and their clients.
Showing instructions can encourage activity, or impede it. It certainly does not do the seller any good to have showing instructions that are too limited as to date and time, or other requirements (48 hours notice, agent must accompany) but we see it fairly often.
Here are some thoughts:
THE LISTING AGENT SHOULD HAVE A FRANK DISCUSSION ABOUT AVAILABILITY with the sellers and help them lay out instructions that are clear, reasonable, and maximize the opportunity to show the house.
THE WRITTEN INSTRUCTIONS SHOULD PRECISELY REFLECT THE SELLERS’ WISHES regarding notice, days and times, use of a lockbox, and other matters. I’ve run into situations where what is stated in the MLS is NOT what the sellers say they told their agent. Now that’s embarrassing when you show up at the door.
INSTRUCTIONS SHOULD ALLOW FOR MAXIMUM EXPOSURE to buyers and their agents. 2 hours a day 2 days a week doesn’t cut it. Do you want to sell it or not?!
SELLERS AND THEIR LISTING AGENT SHOULD FOLLOW THE INSTRUCTIONS. If it says the home is available during certain hours, or the agent will schedule appointments, then that needs to happen. If the MLS states there is a lockbox then there had better be one, with a key in it that actually works. If it’s a combo box then state so, and either put the code in the confidential remarks or provide some easy means for the buyer agents to obtain the code.
BE CLEAR ABOUT SHOWING INSTRUCTIONS WHEN THERE ARE TENANTS. There can be complications when showing properties with tenants if they are not cooperative, or if the seller has stated showing instructions that are not cleared with the tenants, or contradict what the tenant was told would happen. I had a recent showing where it clearly stated in the MLS there were tenants but you could go at any time during certain hours. Not so. The tenant was furious because that was not what was agreed on. And somehow the agent neglected to mention the dog running loose in the house.
All that said, Buyer Agents need to read the instructions and follow them, too. If it says call in advance by X hours, then do so. Showing up unannounced is rude. So is not keeping an appointment you have set up, or showing up late and not using that cell phone to call and leave a message. You made the appointment, either keep it or change it.
Any other ideas you’d like to share to make showings easier and more pleasant for all?
Or some great stories?
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