How Do You Select What You Show...From The Bottom Up? Or The Top Down?

By
Managing Real Estate Broker with RE/MAX Executive Realty
http://actvra.in/Cmg

With so much inventory on the market today, how does a buyer’s agent select the right homes for the buyer client to see?  One could not possibly show all of the homes on the market in an area to each client, especially with the flood of REO properties. 

Do you start your search with the highest end of the buyer's price range or do you work your way to the top from the ground level?  As I’ve always said, working as a buyer’s agent is a tough job compared to the listing end of the deal.

If I were a buyer’s agent today, I’d start at the top and show the cream of the crop first.  That method would always give a buyer a point of reference when showing resale properties.  Nothing compares to a new home.  The quality and the energy efficient features are sure to remain in the buyer’s mind.  The value a buyer receives when purchasing new construction today is unbeatable. 

I would think that the search would end quickly if it started with a new home rather than a resale home.  New construction sets the pace in real estate.  No one is going to pay more for something used compared to a new home.  It’s a winner in our marketplace!!      

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Rainmaker
404,880
Ellen Caruso
Daniel Gale Sotheby's International Realty - Glen Head, NY

Barbara, often the best first is the way to go, cause if they get tired, the others don't matter, but sometimes it goes on a location basis. Either way its up to them...did they prefer the first, midde, or last?

Jun 11, 2012 10:02 AM #1
Rainmaker
2,012,398
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Ellen.... yes, location is the most important factor, and this is assuming the location is desirable for all of the selected homes....

Jun 11, 2012 10:06 AM #2
Ambassador
1,928,135
Chris Ann Cleland
Long & Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Northern VA

In our market we don't have this problem.  We have an inventory shortage so if something pops up in a buyer's price range and desired area, we are on it ASAP.  

Jun 11, 2012 10:09 AM #3
Rainmaker
2,012,398
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

yours is becoming a sellers' market....not alot of options for the buyers...

Jun 11, 2012 10:11 AM #4
Rainmaker
653,996
Wayne and Jean Marie Zuhl
Hallmark Realtors - Clark, NJ
The Last Names You'll Ever Need in Real Estate

I've read opinions that you should show the most suitable and best priced property third - after the buyers have seen 2 that are either grossly overpriced or completely unsuitable. Just when they're frustrated, get into the best home. Show them the fourth and fifth which will pale in comparison to that 3rd home that was so perfect. 

Jun 11, 2012 01:36 PM #5
Rainmaker
2,012,398
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

hmmm....that's interesting..... all I can say is I'm thankful we're listing agents....

Jun 11, 2012 02:01 PM #6
Rainmaker
748,257
Gabrielle Kamahele Rhind
KGC Properties LLC, Tucson Property Management & Real Estate - Tucson, AZ
Broker/Owner

HI BARBARA!  Good question!  I never thought about it.  I think - it depends on the client - some people just want a number and will work with the home and make their own improvements - others want it all done and will pay at the high end - and the more difficult ones - this is where you have to really study and learn about the client - often - showing them a good sample helps alot!

Jun 11, 2012 03:30 PM #7
Rainmaker
2,012,398
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Hi Gab.... I guess everyone has their own system and the reason for  it..... I'll stick to listing...

Jun 11, 2012 03:46 PM #8
Rainmaker
140,116
Kimberly Tapscott
Keller Williams Prestige Properties - Stamford, CT
Giving you the service you deserve!
Thanks Barbara great question. I also have buyer clients, but don't show them in order of price..but more in a geographic order. I start at the farthest point and work my way back to the office. We don't have a lot of new construction in town so it's easier that way.
Jun 11, 2012 04:02 PM #9
Rainmaker
2,012,398
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Kimberly..... that's a reasonable plan.....I think it's interesting to hear how agents plan their showings....

Jun 11, 2012 04:21 PM #10
Rainmaker
1,908,686
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Barbara, I work with both buyers and sellers. I show homes on Saturday and Sunday morning and have open houses on Sunday afternoon. I show by location.

Jun 11, 2012 04:29 PM #11
Rainmaker
2,012,398
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Hi Gita.... so  you show everything within a certain location that the buyer wants and within a certain price range.....that narrows the search significantly...

Jun 11, 2012 04:42 PM #12
Rainmaker
378,454
Rose King
UTR, Texas Realtors - Friendswood, TX
Friendswood / Pearland Homes

Hi Barbara! I show by location also. I map a route and try to maximize my time. However, I do like that "third house" idea - it makes sense!

Jun 11, 2012 08:20 PM #13
Rainmaker
349,679
Karen Feltman
Cedar Rapids/Iowa City, IA Skogman Realty - Cedar Rapids, IA
Relocation Specialist

I often let the buyers pick their top home and we start there.  The rest are shown in logical order based on location and effective time management.

Jun 13, 2012 08:41 PM #14
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Rainmaker
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Barbara Todaro

"New Franklin MA Homes"
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