October 16, 2023

This blog post encapsulates the insightful guidance shared by Matt from Whissel Realty, based in San Diego, for real estate agents looking to refine their approach to showing properties to prospective buyers.

Connecting Through Zillow: The Initial Steps

For real estate agents, the journey often begins with an online connection, frequently through platforms like Zillow. Matt emphasized the importance of promptly addressing the client's initial request, which usually revolves around scheduling a property viewing. He pointed out the necessity of being adaptable, considering the diverse scenarios that might affect the viewing process.

Viewing Vacant vs. Occupied Properties

One of the critical distinctions Matt highlighted was the difference in handling property viewings for vacant versus occupied properties. In cases where the property is vacant, agents can expect a straightforward and swift viewing process. However, when dealing with occupied properties, whether by the owner or a tenant, there needs to be a degree of patience and flexibility. Obtaining confirmation from the current occupants can sometimes delay the process, and agents must prepare their clients for this potential wait.

The On-Site Meeting: Building Relationships

Once at the property, Matt underlined the value of using this time to build a rapport with the client. It's not just about viewing the property but also about understanding the client's specific needs and preferences. This personal interaction is crucial, particularly for first-time homeowners or those who haven't been in the market for a while.

Guiding Through the Home Buying Process

Matt stressed the importance of educating clients, especially first-time buyers, about the home buying process. This education includes discussing the various steps involved, from making an offer to closing the deal. Real estate agents should be prepared to demystify the process, making it as transparent and understandable as possible.

Crafting the Best Offer

Should the client decide that the property is the right fit, the next crucial step is to put together a compelling offer. Matt advised that this is where an agent's expertise and understanding of the market come into play. Crafting an offer that is attractive to the seller yet fair to the buyer is a delicate balance that requires skill and experience.

Back to the Drawing Board: Finding the Right Fit

In instances where the property isn't a perfect match, Matt encouraged agents not to view this as a setback but as an opportunity to better understand the client's needs. This process involves revisiting the client’s requirements and preferences, then diligently searching for properties that align more closely with their vision.