The Showing Model
The Antidote to Everything You Dislike About Working with Buyers
If you hate getting buyers in your car and wasting a ton of time and gas driving them all over town, you’re going to love the showing model. By implementing the showing model, you will hire a showing assistant to take your buyers out, so you can focus on income producing activities.
When to bring on a showing agent
It’s tough to know exactly the right time to bring on a showing agent. If it’s too early, you won’t have enough volume to keep someone who’s talented. But if it’s too late, your client relationships will suffer because you won’t be able to give the service that you promised.
How much to pay your showing agent
There are many different pay structures for your showing agent. You can pay them by hour, by door, or by percentage of what you make. A good way to know if you’re ready to bring on a showing agent is to know when you’re ready to part with that income. If you’re bringing on the right person, your income should grow exponentially making it well worth the expense.
How to make sure your clients are seeing the right houses
When you’re not out with your clients personally, you may worry that they’ll end up controlling the situation and seeing 30-40 houses that they’ve looked up online themselves, wasting your showing agent’s time and your money.
The way to counteract this is to set the expectation up front that most of your clients only see 3-5 houses before they buy. When you do all the work in the beginning, finding the perfect homes for them (based on information you gathered in the Buyers Consult), there’s no reason they couldn’t find their perfect home with 3-5 showings!
Training your showing agent
Your showing agent is representing you, so they need all the tools and education you can give them to provide 5-star customer service. Train them on safety precautions, how to work with clients, what to look for in homes to give you feedback, and every other skill you would need if showing the home yourself. Your showing agent is only as good as you train them to be.
Always be available even if you’re not there
Your clients hired YOU. The showing agent is simply a convenience for you and your clients. When it comes to asking questions and getting insight, your clients want your input. Always be available and in constant contact with your showing agent so you can answer any questions your clients may have.