Get That Listing! Tips And Tricks To A Successful Listing Appointment: Part 4 Time Management

In the real estate agent’s world, time seems to have absolutely no meaning whatsoever.  A Listing Appointment that starts at 5:00 means that the average real estate agent might show up at 5:10.  If you’re lucky.  Here’s a true story that puts it into a little bit of perspective.  Agent A set up a showing for their listing with another agent (Agent B) and their clients that was supposed to start at noon.  The listing was brand new and Agent A hadn’t yet put a lock box on the door, so they agreed to meet Agent B at the property and unlock the front door and put the lock box on all in one trip.  Agent A arrived at 11:45, unlocked the property, turned on all the lights and placed sell sheets on the kitchen counter.  At about 11:55, Agent B’s clients pulled into the driveway, minus the agent.  Agent A met them, shook their hands and made small talk for a bit.  When Agent B still hadn’t shown up at 12:15 it was clear that the potential buyers were starting to get a bit annoyed so Agent A took them on a tour of the exterior of the home and then finally, through the entire interior.  At 12:40, Agent B finally arrived, apologizing for their tardiness.  The agent was a full 40 minutes late and by reading the demeanor of the potential home buyers, Agent A could tell they were clearly irritated and a sale had probably been lost.

Purchasing a home is a highly-charged emotional process for the potential home buyer.  Most of the time, the decision on whether or not they will purchase a listed property is actually made within the first 5-10 minutes of touring the home.  Anything that happens or is seen, smelled or heard during this crucial time period is either a deal maker or a deal breaker.  Something extremely minor such as a strong pet odor may have them wrinkling their noses in disgust and will put the potential property at the bottom of their list or take the home off their list entirely.  It may be a small thing but home buyers can have totally visceral responses that seem to make no sense at all sometimes.  The fact is, its purely emotional and emotional decisions can be the hardest ones to overcome.

Just as old carpet or wallpaper is an easy work-around for the average to experienced real estate agent, showing up on time is the easiest work-around of all.  There is no more important time to be punctual than your initial Listing Appointment.  It’s important to stress that the professional real estate agent should ALWAYS be on time for all appointments and showings.  Showing up on time for the initial Listing Appointment is absolutely VITAL!