Seeing Houses with Your Buyer Agent...An Inside Look at What Happens

I show a lot of houses...I used to keep track of how many houses I showed a year, and now I don't...there's too many, and with buyers becoming more savvy, more online tools available to help screen listings in (or out), and lots of inventory these days, there are a lot of showings happening in every market.

But when you call up a agent (not the listing agent, who only and contractually is obligated to work for the SELLER, in the SELLER'S best interest not you, the buyer), whether they are your buyer agent whom you are working with on a regular basis or someone who you're checking out for the first time, there's a lot of background that goes into a successful days of showings.

Here's an overview of how the process happens with buyer agents who are really working for their buyer-clients:

1) Get the car ready: Chances are, you'll be in your agent's car...the logistics with multiple cars, getting lost in a new area, traffic issues...it's a hassle. Being in your agent's car also means you get much more face time to talk about you, your needs, the areas you're looking at and debriefing likes and dislikes. And that means good agents get their vehicles gassed up and cleaned out before meeting you. Most agents live, work, eat, answer phone calls and do business in their cars. And they get messy (the agents and the cars). But when I know I am driving folks around for the day? I clean up and depending on timing (are you giving me a week's notice, or a few hours?), it's passable or really sparkling. Agents know that buyers judge us on all sorts of things that may or may not have to do with our professional expertise or competence. Cars are a biggie for most people.

2) Get ready for my buyers' needs: Water for hot days, coffee for cold ones; a shovel for snowy days, snacks, local maps, binoculars, a digital camera...I carry a lot of gear for my showings so buyers can have most of their needs met on the spot. (This IS a service business, after all). I also need to make sure my schedule is clear, re-book other commitments, ensure that my lock-box key/card/device is working and updated, and be sure that my other customers don't feel like they're being ignored while I am working with you, which means keeping up with phone calls and emails in a way that meets your needs and theirs, respectfully.

I'll also need to map out potty breaks for everyone (a big deal if I am showing vacant foreclosures with no utilities turned on), planning a lunch stop if that's appropriate, and making sure that I can met deadlines that my buyers set about when they need to finish up.

3) Getting the houses I am showing ready: When you say you want to see three of four houses, it's not as easy as driving to them and walking in. Successful agents just make it look that way. Here's what really happens:

a) I look at each of the listings and make sure they meet your needs, so there are no surprises. Most listings won't show the public if they are short sales, foreclosures or are dumps that need a lot of work. If you told me you don't want to see those and I see in the private notes that those are issues, I need to call you back to confirm, possibly remove them from the list, and maybe replace them with other listings. If we're looking at homes that are not listed, like homes being sold by unrepresented sellers, I need to do coordination directly with each seller.

b) Once we know which homes are on your list, I need to map out a route. Hopefully it's a route that is logical, fuel-efficient, avoids traffic and construction, and begins and ends in places which are convenient for you, with a starting and stopping time that fits with your schedule.

c) Once our route is planned, I need to check with each listing and find out the showing instructions...does a listing broker need to be present? Now I have to coordinate with you, me, the listing broker AND the seller. Can the home only be show at certain times of the day (or week)? We'll plan around that, which may mean that we take a less efficient driving route or need to double-back to hit the showing at the right time. How about a rental? Most require a 24 hour notice so same-day showings aren't usually possible. What about sellers who will leave just before we show up? If we're a little early, we'll wait for them to leave, which can be a little awkward. If we're a little late, sellers may be waiting to get back inside, making you feel rushed. Neither is ideal.

d) Helping you understand the listings: Going into a house is the first step, but like a lot of good buyer agents, you need to see homes in context. Pricing history (reductions, days on market), tax info, school districts, local trends, hints I might have gotten from other agents or neighbors about local goings-on that might affect your decisions...I need to be prepared to answer as many questions as I can on the spot, so you can make good decisions about keeping a house on your list to consider, or moving on. That means doing my homework about each listing and area. Every time.

For every hour you're with your agent looking at homes, a lot of prep work has go into making your time (and theirs) productive, insightful and valuable. Otherwise, why look? Anyone with opposable thumbs can open a door...good agents help you understand the bigger picture, help you ask (and answer) critical questions and provide direction and guidance throughout the entire showing process.

So. Is your agent working with you and for you? Or just opening the door?