Don’t forget the basics if you’re showing a home in the evening. Consider outside and street lighting when selecting your parking location. Also, be sure to tell several people where you’ll be (e.g. broker, spouse, friend, another agent).
Meet the Neighbors
Take time before the open house to meet the neighbors. They’ll be curious about a house for sale on their street. They’ll want to know the asking price, see any upgrades, and compare the listing to their own home, so take advantage of their inquisitiveness.
Knock on doors of the houses on either side and across the street from the property and introduce yourself, identify your car and let them know when you’ll be showing the property. This not only increases the number of people who know where you are but also puts you in front of potential clients and may give you inside knowledge about the area.
It may benefit you to make more than one trip to the house. Yes, it’s time consuming, but you’ll learn the property well and gain an overview of the area, especially if you go at different times of the day. Not only will you impress your customers with your familiarity with the home and area, but the knowledge you gain during your previews makes it more likely you’ll know what to do if you end up in a bad situation. For example, you’ll know if running out the back door gives you a means of escape or pins you in a fenced backyard with a locked gate.
If you don’t have time to make multiple visits by the day before your appointment, at least go once to locate the lockbox, take a quick look around and let someone know you’ll be there.
Create Your Word Track
Visiting the property also enables you to develop your “word track.” A word track is a planned or scripted verbal tactic used to draw someone’s attention away from you when you’re most vulnerable. For example, if you and a buyer approach a home via a dark walkway and he suggests that you lead the way, you can remark, “Hey, take a look at the new garage. The owners had it renovated last month.”
While he’s checking out the garage, you can negotiate the walkway, unlock the lockbox and open the front door. By the time he returns or again focuses his attention on you, you’re standing in the home’s doorway and facing him.
It’s Just Part of the Job
Holding open houses is an aspect of being a REALTOR®. You can increase the service you bring to your clients by being more familiar with the area, neighbors and features of the house. Don’t let your focus on a potential sale or your harried schedule distract you from being safe. Always be aware of your surroundings and develop a plan, just in case something goes wrong.
1. When you’re showing a client around a property, how should you proceed?
a) Encourage the client to walk in front of you as you move through the property.
b) Lead the client into each room.
c) Stay put and send the client on a self-guided tour.
d) None of the above.
2. What is the best way to meet a new client for the first time?
a) At the property you’re showing. You’ve checked it out and know it’s safe.
b) At their residence. This way, you know where they live.
c) At your residence. Your home is a safe place!
d) In your office, where you can introduce them to your colleagues.
3. What is a distress code?
a) An alarm button you can use to send a signal to your local police department.
b) A personal identification number you dial into your cell phone.
c) A word or phrase you can say that indicates you need help, but does not tip off the person you are with.
d) A word or phrase you say to the person who is threatening you.
4. What time during an open house should you be most on guard?
a) At the beginning, when people start arriving.
b) At the end, when one or two people may linger in the house.
c) The times when you are alone.
d) Around midday, when most people are busy with lunch.
5. Where should you park your car when showing a property?
a) In the driveway, if possible, so it is close to the exit.
b) At the curb, so you can’t get blocked in.
c) At least a half a block away, so no one can identify which car is yours.
d) You shouldn’t drive your own car to a showing. Ride with the client!
Answers
1: A, 2: D, 3: C, 4: B, 5: B
Reprinted from the NAR Safety Quiz, part of the REALTOR® Safety Presentation.
