This weekend, I'll be showing property to a new client. We met a few weeks ago at an Open House, and I have a pretty good idea of what will work for her. Between the two of us, there are about thirty houses that are on the Perhaps List, judging solely from the MRIS informaiton.
And I should mention that, while this is a pretty close-in neighborhood, I don't really know it like the back of my hand.
So this week, I'll be doing a bunch of high energy previewing, which makes sense because I'm actually getting a couple of more possibilities for the same area and price range.
Today, I began my aerobic previewing, blasting through a bunch of houses. And at one of them, I ran into another agent who was sitting on a chair in the living room waiting for buyers to show up.
When he saw my come in without an entourage, he looked puzzled.
"Oh, I'm alone right now. I'm just previewing the place."
"Huh? Previewing? Um, I'm new. What's that? Why would you look at a place without your buyers with you?"
OK, call me old-fashioned.
I'm going to have about four hours with the buyer, and I want to show her stuff that is the best of. I completely ruled out four of the eight places I looked at. They were some combination of too thin at the elbows, too small, too big, or bathroom impaired.
But can't you just look at the photos on MRIS? Sure you can! And Google Earth while you're at it.
The four places I ruled out had extensive deferred maintenance that was Photoshopped out of the tour photos. One was sitting between two Hoarder Houses that probably had bedbugs. One had a basement with a ceiling height of about four and a half feet.
If a buyer expresses clearly very definite criterea, and if you then show her a bunch of places that don't come close, you create a credibility gap. This woman was very clear about what she wanted, and I'm very clear that that's what I want to show her.
In the opening scene of Meridith Wilson's The Music Man they sing "Rock Island", a song about salesmen. There is this one line, where they are talking about Professor Harold Hill, the infamous traveling musical instrument salesman, and throughout the song, one of the guys keeps repeating, "He doesn't know the territory!"
So, I guess my question is, can you really know the territory if you are seeing the houses you show for the first time - with your buyers?