Hi Patrick - I love your enthusiasm!

If I understand you correctly.....you have previewed 10 homes for your buyer (good for you)..and now the big appointment is coming up.

One thing, in my opinion, I'd never try to show 10 single family homes in one appointment...it's way too many (even if they are small), and if this is a first time buyer, it can be overwhelming to see so many homes the first time out. Most buyer's heads start spinning after the 5th home!

Prior to going out, I'd plan on sitting down with your buyer, and have a discussion about what you are going to see, and let her know that you really want her honest opinions about the homes. Sometimes a buyer can feel as though they are insulting you if they don't like the homes you have chosen to show them. So....let her know that it's ok even if she doesn't like anything you show her, as that feedback in invaluable for you to have for futurre showings
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I'd also strategically plan the showings, saving the best homes for last. You want to end on a high note!

Oh, and I'd give her a folder of some sort, with paper and pen so she can take notes as you go through the homes...also so she has a place to hold any brochures or flyers you pick up along the way.

Try not to let your own personal feelings show. I have sold a lot of homes I hated...but i wasn't the buyer, so I didn't have to like them......admittedly, it's difficult to show excitement when you think a home is awful. but there are always positive things you can point out. Try to point out things that make that house unique from other homes. If the home is in bad shape, then show what the potential is! Always have an eye out for what "could be" as far as improvements go.

When I was new in the business, I once walked into a bedroom painted bright, almost neon blue...I said to my buyer......"Don't worry, this room is easy to fix....you can always get rid of this blue, and paint it a more neutral color"..........buyer turns to me and says.."I love blue" ! Yup - I learned my lesson......always wait to see the buyer's reaction before sharing your opinion!

Above all....watch and listen to your buyer.......watch body language and her response to what she sees. Ask some questons as you go along, but not too many that you become intrusive.

When you're done...go back to your office, sit down again, and review what you have seen. Let her know you will be previewing homes , and searching to find the perfect home for her. Let her know you're going to be working with her as a "team", and that you will be there for her through every step of the way. Make sure she knows to call YOU if she sees anything on the internet or drives by a house with a sign on the lawn....explain to her how multiple listing works (another thing a lot of agents fail to do.....they assume consumers understand it already, and many don't ) .
Oh, and make sure she knows what to expect with the home buying process in your area......many agents also do not take the time to explain it fully.

Ok......Good luck.to you Patrick........hope this was the kind of advice you were looking for...
Best wishes.
Debbie Rose
Prudential NJ Properties

You toured all the homes prior to taking them there? If so, give you credit for being prepared but typically agents do not do this and go for the first time with their buyers to the property. Doing market research ahead of time is a great idea as well. So you have a ballpark how much homes sell for in those 10 areas. Take notes on your sheets if it makes it easier.

Also you might want to bring some info on mortgages because if they are not pre-approved then connecting them with a mortgage professional would be a great next step.

Sean Dawes

Hello Patrick, and thanks for your post.

I'm assuming that you mean that you showed 10 homes today to your client, printed out the listings, and gave a set to your client and now want to know what to do?

All along the way, during the showings, you (as the agent) need to ask question. How does your client like this location? the second floor of the building? the view? the amenities? Ask her what she likes about the home and doesn't like about the home. What would she do to improve the home? Your job is to find homes that meet her parameters and by that I don't just mean the "price" and "number of room," but also the overall "feel" of the property. Further, you need to know by a series of conversations what is the most important to the least important item that should be in the home. If you can't answer those questions for me right now, well, you did not engage your client enough today.

The next time you both go out, get as much feedback from your client about the home as possible. There are tips that your broker can give you regarding how to show homes and the order to place the homes in, but I will refer you to the broker as your teacher. Remember, anyone with a key can open the front door to a listed property, but only a real seasoned salesperson can sell someone a home.

Sincerely,
Grace Morioka, SRES, e-Pro
Area Pro Realty