Massachusetts Real Estate

Bill

An excellent point and I agree with you. We don't see too many accompanied showings here, and most often it is the high end homes (in the millions), and I get that, to some extent. I have yet to find it a plus to have a listing agent present - we can always get the questions answered later and having them there, like a seller, so often makes a buyer ansty and not anxious to stay and get a feel for the home. And some just do not know when to shut up.

I don't need to be sold on how wonderful the home is, nor do my clients.We'll figure it out on our own, thank you very much.

Jeff

That's almost as bad as the seller's being there.  You are right, we don't sell houses.  If they are the match for the buyer, they sell themselves.  Not going to happen with seller's agent standing there. 

Jeff & Rich - I cringe when I see accompanied showing and I know in advance the agent is going to add zero value to being there.

On occasion, we have to accompany the buyers to our listing showings and they are almost always the very high-end homes.  There is so much that DOESN'T meet the eye and the sellers want to be certain that all of the hidden amenities (whole-house generators, water purification systems, buried wells for landscape or pool purposes only, etc.) and they want us to SELL their home to the buyers.

For me, I understand THEIR needs because all buyers agents don't allow their buyers to take a brochure (true, I've heard this time and time again 'because it has MY contact information in it!') and they are not as detailed about giving their buyers this wonderful information.  YET, I HATE this part of my job!  I also represent buyers and always dread the race through a home because the buyer is SO incredibly uncomfortable with the 'enemy' being there!  They don't want to talk because they don't want to give up their position; they hastily go through the home because, no longer is it just MY time that they are taking into consideration but, another agent's time.  They just don't feel comfortable at all with the other agent there and no matter how hard we try to make them feel at home, it just doesn't help.  

Not to mention, as you said, having to be SURE that we're on time because now, WE have to be considerate of someone else's time, it's always a dreaded showing for me too.  As a matter of fact, I truly believe that it hinders the sale of the home.  We rush through it, are inconvenienced by it and just don't even really WANT to appreciate the home at all.  It's sad but, true.  So, selling a high-end home where the sellers WANT me there, I totally understand the other agent and their buyers' position and ALWAYS let them know that I'll have my laptop with me, just sitting in the home waiting for them so, to please take their time that I'm in no rush at all.  I think that helps somewhat but, I'm still the elephant in the room during the showing!!

Bill I agree with you, I don't think I would like accompanied showings if I were a Realtor either.  I don't think that this happens much around here because I have not heard much about it.

Bill....in much of my immediate area - Canton, Sharon & Milton - accompanied agents are the norm, although sometimes I luck out with a lockbox!  They are more difficult to schedule because we are adding one more person's schedule to the mix.  Some agents are great & just stay out of the way but others really are in the way & prevent buyers from lingering & considering a house.  I think it is tradition and Sellers around here seem to expect it & seem to think it helps sell their homes.

Bill, I fully agree with you - and that's why I am surprised why some of the towns have this practice. Now, not only I have to take care of my buyer's schedule, seller's schedule (which should be fine) but also the agent's schedule. I am denied showings several times - just because agent can make it only at a specified time.....

Good Luck to those sellers....

Bill in one of the county in my market the agents all seem to do accompanied showing for each and eveyone of their listings I just dont get it.  These agents also show up for the inspections and that makes the buyers a bit uncomfortable.

How about using a lockbox :) 

It's not a fun part of the business.  I try to stay out of the way and let them know I'm available to answer questions that they may have.  It does deter showings, however. Sometimes there is an alarm system or a protective pet that needs to be secured.  I try to explain to the seller the benefits of the lock box.

A very good post. I too hate showings with the listing agent there. In our coastal market we have a lot of these on the high end beach houses. Listing agents PLEASE let us in and stay out of the way. MOST OF ALL SHUT UP!

Bill,

We only see that in homes well above a million here. Only once did I have an accompanied showing but the seller edited movies and had over 100k in equipment in the house.

Hi, Bill...in the Sharon, Canton, Foxboro area accompanied showings are still very common. When I started in real estate I was told it was because no one else will know the home the way the listing agent would, and imparting that information to a potential buyer was very important. With experience I have come to realize that even if the listing agent has a fantastic brochure highlighting all of the information about a house, it's not going to do anything unless the buyer already decides they're interested and wants more details. The one exception would be new construction homes. Listing agents can explain the specs, upgrades and other details about the property or subdivision, which a potential buyer will want to know from the first showing.

My complaint with accompanied listings, is that they usually send the 'junior' assistant to open the door.  He/she knows nothing about the house, seems very put out to have to be there, and basically wants us gone.  On the other end, I once had a 'luxury agent' roll her eyes when my client showed up in her yoga clothes (she had just come from class).  The agent was so snotty that the buyer said she would never consider the property just because of the agent's attitude.  Too bad, the buyer paid cash for a much more expensive home the next month.

We do not have accompanied showings as a rule in our market. They only happen when it is a very unique property.

I believe there may be a "lost point" with accompanied showings as another reason for this unique request by the seller could be for the sole protection of property and assets. Today especially, it is not uncommon for professional "lookers" to lift anything of value such as jewlrey, prescription drugs, guns, etc. Several previous comments mentioned that accompanied showings are more prevelant with higher end homes....see the trend here? Over the years, I have personally had two listings which I felt it was in the best interest of my seller's to keep a watchful eye on their personal property. As they trusted me with their listing and their worldly possessions, I therefore assumed all liability for the protection of such. Whether it be to secure and alarm system, or to keep a watchful eye, the listing agent should not be there to "sell" anything and I further agree that they should stay quietly out of the way.

As Debe commented above, if the listing agent is the enemy, then what can summarily be said about "lookers"? It is what it is and we should all learn to respect that.

I am only asked to do that occassionally, mostly in vacant still furnished homes. When I am required I make myself available to the showing agent at their convenience.

On the flip side, there are some agents around here who use Listing Agent Must Accompany to discourage you from showing their properties. Their goal is to catch both sides of the deal. I have relisted some of this agents homes after they have expired, and the homeowners have no idea that this was a contingency on the listing.

My goal is to sell homes. If I get both sides great, if not - thats OK too.

Accompanied showings are not common in our area and when they occur they don't result in a sale.

I cringe when I see these in the showing instructions. It is a hindrance not a help.

Reblogged in two seconds flat. This hits a nerve with me. How can a prospective Buyer tell their agent the true objections when there is no privacy and when good manners  must intervene?

I've had the most success by NOT having to place such "constraints" on a buyers agent.  This avoids any nervous tension, egos, inability to have private discussions with your client while the "other" guy hovers within earshot, etc....

A vacant property, on a lockbox and accessible 24-7-365 is best for me.

Good post, thanks for sharing it.

I totally agree.  There are agents in our market that make it their standard practice, and it is annoying.  It does slow down traffic, and is only appropriate in luxury homes where valuable reside and the seller insisists on it. 

Thankfully we don't have too many accompanied showings here in Indy, only on the high dollar homes. I almost feel like the accompanied showings are an attempt to steal your client in some markets. I certainly understand Randy's point above concerning theft, but Realtors aren't security guards. It is a difficult task to stay quietly out of the way while at the same time watching them like a hawk.

Hi Bill,  Excellent insight !  To all those agents shocked by your truthfulness they need to get over themselves.  People buy homes, agents facilitate that decision !  Have a terrific Holiday Season !!!

Thanks everyone for all your comments and feedback - they are much appreciated. It looks like the majority agree this is an activity that does not increase the chances of a sale occuring.

The only time the listing agent shows up around here, is if the house has no key safe, at the request of the seller, and wanted the listing agent there. I've never had a problem with this, as it virtually always is a high end listing, and after 15 1/2 years in business, I know almost 100% of the top agents, who know better than to interface with my buyers.

I hate it when the listing agent has to accompany.  We've had a handful of clients over our combined 50 years in this business who insist that we be there during showing and yes, we do hate having to accompany!  If we have to we'll be there but it's just to greet and then lock up unless asked specifics by the showing agent.

Bill -- I am happy this is featured so maybe some more sellers will pick up on it. I totally get why sellers 'think' they need their agent in the home to sell features that might be missed otherwise.  However, what they don't understand is exactly how much this can hurt the process for all the reasons mentioned by you and in the comments.  I had a seller who specifically told me he wanted me to FOLLOW the buyers and their agent around.   Needless to say, we had to work that detail out.

They are not too common here, but once in awhile you do have a special client that wants things a certain way. It often makes it more difficult to sell, for sure!

Yes, there are plenty of reasons that it can be a negative, however, there are some situations where it just makes sense. I have listed a number of architectural properties, and if the Seller doesn't require me to meet the buyer's agent, I will often offer to meet the buyer's agent and their clients. At the property, I will give them a choice to explain the unique design elements, or step outside so they can tour the property on their own - while I'm close enough to step back in to answer any questions. With that approach, they usually do request that I give them the tour, and have normally been thanked at the end of that tour. I see it more as ensuring they understand the property, than actually selling it.

We have had this discussions before, Bill, and you really do need to add a caveat for your blanket statement "Frankly an accompanied showing is a waste of a listing agents time and does nothing to enhance the home sale process" by stating that in YOUR market it is a waste of time.  My hair stands on end when I keep seeing this.  In MY market it is expected, necessary, and NOT a waste of time. in MY market we do not have sellers show properties as they do in others.  In MY immediate market we don't use lockboxes.  Agents don't even have electronic boxes, although that is changing now with all the REOs and short sales.  

So respectfully, Bill, purport to tell people what is and is not a waste of time.  Tell them what is and is not a waste of YOUR time.

Hi Bill. We have very few listing agent accompanied showings in this area. I feel sorry for any agent who takes a listing which requires them to be there for every showing. Any conflict is a potential lost sale.
If the reason is for 'security', perhaps it would be more prudent for the sellers to remove the sacred items during the listing period. Doing so is always advised anyway.
Just my 2¢
Bruce

Bill,

Most of the time the property will show itself.

On occasion when the premises are occupied by tenants then the listing agent may wish to be there.

Brian

Accompanied showings are not a waste of time with new construction......even if there is a model home, most agents don't have a clue, even with a brochure in hand, what's included or extra....there are questions that need to be asked to listing agents......we offer accompaniment to showings of our new communities......if the agent would rather not, we let them go alone and expect to be asked in the future, if there's interest....

Jane - It is a waste of time in YOUR market too. Just because it is a long standing tradition in your area doesn't mean it is a worthwhile activity. Judging by 99% of the Real Estate community you are not going to get much support on this subject. Whether it is the left coast or the right coast, a listing agents presence DOES NOT sell a home.

I didn't even mention it in the article but another consideration is your own productivity. You could never be as productive selling homes having to spend countless hours attending showings on any given day. I guess you don't do that much business so maybe that isn't a problem or even a consideration for you?

I know I carry 20-30 listings at a time. To be able to accompany all the showings would be an absolute JOKE! It would be impossible to the point where I would not be able to accomplish even a tenth of what I do on a normal day.

Let me see accompany showings which don't help sell a home or do other things that help sell my listings and put money in my pocket......hmmmm - thank god there were smart people that came up with the idea of a lock box many years ago. THOSE FOLKS CAME OUT OF THE DARK AGES. - You may want to at some point.

BTW - you disagreed with me but made no argument for why they are such a great thing. I know Jane they are a great service to your client....I hear violins playing in the background - LOL.

Barbara - I agree with you completely as new construction is a whole different animal. Many homes are not finished and would have no way of knowing how they turn out or what upgrades/changes could be made.

95% of our sales are list, sell, both sides so guess I would only be half there if the listing agent was not the same selling agent. I admit, we have lots of left over, unused chairs at the real estate closing. Don't need a long table to get all the players around it.

Bill-  I tend to agree with you, and fortunately much of the market in the OC do not require the listing agent to be present though this is not true of the higher end listings.

Accompanied showings may not be what SELLS real estate, but they are expected here for various reasons.   Sellers usually want assurance that their listing agent will be present when the home is shown so it is a part of being a real estate agent.  

As a listing agent, I unlock the door (no lockboxes) and stay out of the way.  Usually the buyers agent will end up coming to find me and ask some questions about the property because they have not printed off the info on the property prior to showing so in a way they do HELP to sell the property since the buyers agent and buyers can get their questions answered immediately from someone that did bring print-outs, property condition disclosures, etc etc.. ..me.. 

It is true that real estate is very local and locally listing agents are usually present for showings. 

Hope you have a wonderful Christmas! 

Yeah I hate it too, but sometimes we have a complicated property (alarms) or picky sellers and if they insist, I meet the agent there then sit in the car, or a corner, and ignore the buyers. 

Bill, in our market the buyer seldom feels comfortable with the listing agent present. Jay Thompson wrote that he'd ask them to leave. That's chutzpah, but I agree. They add nothing. 

Bill,

We don't usually see that unless the listing is in the ultra high end. I'm thankful it doesn't appear that much.

Rich

Bill, once in a great while maybe - like a mansion in Georgetown with Picasso hanging on the walls, the mother of all alarm systems and a Realtor eating dog.  Other than that, there is no excuse for accompanied showings.

Only once can I think of the listing agent being their helping the sale.  But come to think of it the low price really helped.  Right on here.

You are right.  I do little or no business.  I really have no clue what I am talking about and who am I to argue with a mega agent like you.  Where on earth do you get your facts and figures?  99% of the real estate community.  Wow. I didn't know you actively took a poll of 100% of the real estate community.  I bow to your superior wisdom!

In my area of Central CA, accompanied showings are not the norm, but they do happen--usually involving very upper-end homes (for security purposes, I think) or when the home has some serious structural or other issues where the selling agent's presence might be considered as a safety precaution. I haven't personally had to deal with ths issue, but I can see how having the seller's agent hanging on every word and footstep could dampen buyer enthusiasm.

You can't put a lockbox in many or most of the mid-range and upper buildings in downtown Chicago so the agents have to be there. 

In my area, we have horses, dogs, lakes with boats, large properties with no clear boundaries, and houses with interesting or odd features. Most important are security issues....if a young teen is going to be home without parents during a showings, or the house has significant valuables...the listing agent has an obligation to be present. An agent who experienced with accompanying showings is discrete and helpful...and certainly not the "enemy". 

Bill, I've experienced when the seller was at the house, told the buyers (my clients) about the "hidden" great feature. Sometimes, it's hard to market all that individual cool feature and yes, in most cases it may not help. So after that experience, I learned that in some listings, if needed for me to show up to explain, I would. Then, I will quickly leave to give them the privacy they need. Not sure if this is the best of both worlds but at least I tried.

By the way, Merry Christmas.

Accompanied showings can sure sell a house if you have a good listing agent. If the seller requests accompanied showings for many various reasons out there, it is upo to the buyer brokers to respect that. A good listing agent knows when to speak and when to listen. Accompanied showings will keep the dog form getting out, make sure the alarm is turned off correctly without the police arriving shortly after it is not. There is so much to say i re-wrote a blog i had done a year ago - "Buyer Agents BATTLE Listing Agents on How to sell a home"

Many agents in an attempt to woo listings will tell the seller that they will accompany all showings so they cal tell them how great the home is.  Just doesn't work like that, but the average seller just doesn't know it.

Thanks Jane - I sent you a coupon to Wallmart to fix your bad hair day. I appologize for that! Still nothing to back up your arguement?

Many of you have mentioned accompanied showings for security issues which I understand in a home with many valuables. That is a differerent subject all together.

Bill I Agree! The last thing i want is the listing agent interrupting me making my clients feel uncomfortable. 

Great article.  Here about the only time that we have accompanied showings are if a seller requests it.  Usually the sellers aren't overly comfortable with strangers in their house and are worried about their possessions. 

For the most part having the listing agent at a showing usually hinders a potential sale.  Buyers often become rigid and guarded when the listing agent is there.  They tend not to say any negative comments, they usually want to leave quickly and don't really get to "see" the house. 

There are homes that have so many ammenities that you just can't put everything down on a list. This is where a printed outline comes in handy, it not only points all the extras out, but gives the buyers something to look over later on.  A little coaching from the listing agent to the buyers agent also goes a long way.   

You're definately right, we do not sell houses.  People know when it is right for them, we are there to make it happen.

Hi Bill,
Although I agree with some of your statements...and disagree with others...there's one part of the equation that needs to be brought up.
You appear to be very good at what you do. When you represent a buyer, you do your homework and qualify the buyer, understand their urgency, motivation and ability to buy. You do some research on the homes you are taking them to. You can speak intelligently about the neighborhood, town, schools, amenities, etc.  You are trustworthy and will respect my clients home. So I would have no problem letting someone like you into my listings on lock box.

Unfortunately, you are not the norm. 8 of 10 buyer agents out there are complete morons. And that’s being polite. Each and every day, I continue to be amazed at the lack of professionalism and people skills for agents representing our industry. Quite frankly, it’s embarrassing. So sometimes when a listing agent says “here’s the kitchen”…it’s because the buyer agent couldn’t find it with a map and a flashlight. We’ve had items stolen/broken at listings, lights left on, doors left unlocked, muddy footprints on carpets, kids run amuck, etc. And this happens in the high-end lakefront homes I represent….if we are not there. Then there’s the whole “liability” issue. When I listen to a buyer agent talk to their client about property details, the lake itself, or building regulations…I just cringe. I need to be there just to protect them from themselves.

Are there good buyer agents out there? Absolutely! But too many of them are just awful. So that’s just one of the many reasons that we need to be there for showings.

And you are correct…99% of the time, a listing agent does not add value or help sell the home to the buyers. But there are some listing agents who understand their role at showings. They have the ability to make everyone feel comfortable without being in their face. They have the knowledge to answer questions immediately. They have the talent to read people and understand the appropriate approach to take with them. And most importantly, they understand their sellers goals and know what it will take to meet them.

Bottom line…there are agents who are good at what they do and agents who aren’t. If I’m taking a buyer to a showing where the listing agent is accompanying, I hope they know what they are doing…if so…I welcome them. As a team, we can help represent the property to its fullest.

Good stuff Bill! Hope we do a deal together soon!

Scott Freerksen "The Lake Guy", Broker/Owner, Lakefront Living Realty, Mansfield, MA

I agree with you but like you said it might be a regional preference, here in south Florida a lot of the listings have to be accompanied and some condos actually will not allow a showing without the listing agent present.  What that does is mess up your whole schedule if they are late which happens all the time as well.

i can't think of too many things a seller can do to hamper a sale than to demand accompanied showings.   i have declined and cancelled listings over the years that were unwilling to have a lockbox.

one must respect the process...buyers, and their agents, should not be made to jump through hoops to buy your house.

So true, insisting the listing agent be present for showings, hampers showings in so many ways--it can be inconvenient geographically with other showings per the time that the listing agent can be there, the listing agent can be out of town and can't meet the buyers and their representative, the listing agent talks too much and distracts the buyers, the list goes on.

Thank you Scott #53!  As I went down the list reading the posts I kept thinking surely someone is going to say it and then finally you nailed it.  A good listing agent is not there to "sell" the potential buyer, but rather to show the amenities, answer a question which often leads to another and safeguard the sellers property. I list nice homes, many on acreage and ranch properties, when done correctly buyers appreciate the guided tour.  Knowing what you are buying, I appreciate it when a listing agent provides my buyers with the information to make an educated decision.

I am thankful that as of yet, I have not had to deal with this. All my listings are Call Agent Before showing, and THAT is when I point out things the Selling agent needs to be aware of. They may be things already on the listing, but I often tell them how to get into a building, where to park, something special about the amenities, etc. It can be accomplished this way.

In these high end listings, I think an agent should be able to "keep track" of their buyers in the home and not let them wander alone. That said, I have seen it the norm here that on the higher end listings, the Listing Agent wants to see "proof of funds" so the "lookers" are really "qualified Buyers that have the ability to pay."

Happy Holidays!

The listing agent should design a brochure with the all the amenities the home has to offer and provide all the documentation the buyer's agent will need to do their job.

I have found that buyer's are uncomfortable when the seller or listing agent is present. The buyer's know that whatever they say while the seller's agent is there will be shared with the seller.

Bill, Expectations obviously vary a bit by region and price point.  It's not overly common here, but it can happen.  It's not going to cause me to not schedule a listing, nor leave a listing too quickly.   No need for the buyers to feel totally jumpy about it if we do our jobs as buyer's agents to explain the situation and how to best use it to their advantage.  If the listing agent knows how to handle it, not cross boundaries, point out the features of a home, etc., it doesn't have to be a bad thing.  Will it by itself sell a home?  Probably not, but it also might quickly head off at the pass a misconception about a home that could have prevented it's sale.  If a buyer's agent says something erroneous about a home, the buyers aren't most likely going to know their agent is off the mark, and scratch the home off the list (e.g. you can't drill a well here when in fact you can....). 

The MLS has inherent information limitations, and who is to say if our detailed brochures for the home even get picked up and looked at?  As it is, time and again we get reminded that buyers and their agents don't always read the info in the MLS.  Do I want to be at every listing's showing?  No, but sometimes it probably does make sense.  So I don't think it's so cut and dried as to say it's a waste of time or doesn't work.  Much like most of real estate, it's local and it depends.  My two bits for whatever it's worth.  Bill

I am not an advocate of accompanied showings.  Personally, I feel that if the listing agent has "prepped" the property well... (flyers, appropriate signage (do not miss washer and dryer behind this door), a bullet-point feature list, map of local schools and parks, ala "http://www.hometurfonline.com"), then the property becomes idiot-proof, and any decent buyers agent can show the property well.

The problem becomes when not all buyers agents are "decent"... some just pop you into the house, and allow you to wander at your own pace, with nary a comment, nor added value info.

In the city of Chicago (proper) it is common custom that agents accompany.  Sellers expect it, and agents conform.  There's very little way around it.  Many of the high-rises do not allow lockboxes, nor will they allow unaccompanied showings....

While I agree that accompanied showings are not the best use of my time, I will not tell someone else (and that includes Jane) that they are doing it wrong, regardless of whether this fictional 99% of other agents agrees or not.  I prefer unaccompanied showings, but for many agents (more than 1%)... they are their bread and butter and they work.

I agree that it makes it very uncomfortable for the buyer if the listing agent accompanies.  It also puts a kink in the showing times because when I know someone is waiting for me, I feel rushed to get there, rather than leisurely getting there during the one hour window I usually have.  

It depends on the property and circumstances, doesn't it? Accompanied showings are usually for discriminating sellers and buyers and it's always about location, location, location and usually luxury homes. 

You are so right. I was in real estate for 19 years, and I never once sold a home. I merely helped other people buy them.

Bill, some really great points. Commercial properties and high end homes it is sometimes useful to have that extra information about the property from the listing Realtor and for the clients to get that info right there and then. But that kind of diminishes the importance of the buyer's Realtor who should be getting that info for them before hand.

When listing a home I always suggest ot the homeowner that showing their home should be as easy as possible for a potential buyer. Some sellers are uncomfortable with someone looking around their home. For that I explain most buyers are uncomfortable with a selling agent or homeowner looking over their shoulder. Many times a buyers agent will be showing multipul house that particular day.  

Bill, I thought about this since leaving a comment last night. There are clearly reasons for having the LA on the property and I gave a few, as did some of the commenters above. But maybe a better way to think of this is that "accompanying a showing" is different from "showing the property". I perfectly understand that a BA doesn't want the LA helpfully pointing out the location of the kitchen or the spacious master closet. But if a seller wants his agent there, that is certainly that seller's right. I would never skip showing a property just because the LA was there for whatever reason. Can you imagine telling the client: "it's against my principles to show a house with the other agent present even if it might be the perfect house for you?". That wanders awfully near the line of a violation (not that you did, this conversation is also being held on another forum today). I think being respectful of each others' issues in working with clients is important to success in this business.

Bill- I believe this can be a cultural/location issue. In our area, it's a price range issue.   High end luxury homes here do have appointment only and or pre-qualified buyers only, and listing agent must be present.   That is normally at the home owners request. (Not the listing agent).   I will admit appointment only is tough when you have 10 homes to show in one day, but if I have a luxury buyer....I will do my best to play by the rules the "seller" sets.  My goal is to make sure my buyers sees all the homes they want to see.

I guess I must be of the 1% of the real estate community who disagrees with you.

I consider if I must be be present at my seller's home (because this is what they want) then it is part of my job. It's not a waste of my time. Sure, buyer's agents might not like it, but because a listing agent is present doesn't mean the listing agent is trying to get the "scoop" on the buyer, or double end a deal either, as some might suggest in your comments. 

Then I'm guessing if a homeowner were to list with you and wanted you to be present at showings you would tell them flatout it's a waste of your time. I'm curious, would you tell them that it's a waste of your time?

Pam to answer your question it would be an emphatic NO. If the seller told me they wanted me to

• Advertise their home in the newspaper or other local rag
• Charge them a discount commission
• Put their home in Real Estate magazines
• Hold open houses every weekend
• Put a full page spread into the New York Times

the answer would also be a resounding NO! Guess what though.... I rarely ever lose a listing because I make a seller fully aware of why these things don't work. I don't need to be a "Yes" man to get a listing. 90% of the time I walk out the door with the listing. On the times I don't get the listing and it is because the seller wants one of the things above I don't sweat it a bit. it's a client I don't need.

Why would I ever tell a seller I would do something that was not going to help them sell their home and make me a less productive agent in the process? The problem is many agents don't have the backbone to disagree with a seller's requests.

Are you friends with Jane?

Of the agents that have said they do them because that's what the seller wants, it's a custom, blabady blah blah. How much more productive do you think you would be as an agent if you had back the time it takes to drive to and from every property you have to accompany and the time spent there?

That is a lot of lost time! There are so many other things that would be more useful to actually making sale!

Scott - I agree with your premise that there are far less Pro's in the Real Estate industry than there should be. This comes down to the need for stronger licensing laws which is a whole different subject all together.

Isn't it a shame that you have to accompany showings because other can't do one of the simplest jobs going?

Everyone else - thanks for all your comments. I appreciate all the opinions.

Bill,

Really? I mean, REALLY? It is one thing to disagree with the premise of a post respectfully, and to argue your point respectfully, but to go on an ad hominem attack on anyone is uncalled for and if I am not mistaken, violates the spirit of AR(if not the official Guidelines).

But I guess that's nothing new, is it?

The thrust of your bringing up the article mentioned is that accompanied showings by the listing agent, for the most part (if not never) does not get the property off the market via the cloasing table. So, in your experience, that has proven to be true.

Some have countered that, in their respective markets, and depending on the seller, circumstances, etc., that accompanied showings are necessary, and may indeed get the home sold, in the long run. Each person is speaking from their own experiences, and you cannot substitute your experience for theirs, because to do so would make them you, and that is quite a non sequitur.

BTW, one of the fiduciary duties of an agent to their client is Obedience. So, when a seller instructs their agent to be present at all showings, then that agent is doing what they have been hired to do, among other things.

You are free to disagree with what others have said, but decency would compel one to issue an apology for the nastiness, if nothing else...

Bill, Just a suggestion, but you might want to rethink the tone of your responses to the disagreements.  I suppose if you don't care about burning bridges with possible referral partners, then you can say whatever you want.  But to address Pam's comment with "Are you friend with Jane?".  WHAT does that have to do with anything she stated in her comment? 

And frankly accusing agents of not having a backbone to disagree with sellers isn't exactly going to help your viewpoint win over the areas of the country that do things differently than you do. 

Why does it have to be totally black/white on the issue?  Can't it just be different and respect that?

BILL - Where do you see me attacking anyone? Apparently you have decided to only read some of the comments. I think you better go back and read them all because anything you think was offensive from me was just a response to a far more negative comment to me first. What's fair is fair Bill.

BTW - By definition being obedient doesn't mean doing everything the seller wants you to. Would you jump off a bridge to sell their home? Come on man!! If your not talking to a seller before hand what the showing procedure is then there is a problem.

Liz/Bill - The highlighted comment was from my response to Pam. I was mearly asking a question. If you don't think there are times that agents in here ask other agents to go stick up for their view point then you are sadly mistaken.

Frankly I really don't care if you don't like my opinion. There are plenty of great agents out there. There are also a lot that have no business being in the industry. That's fact not fiction. Just look at consumer reviews of our industry - they are down right awful.

The title of the article is accompanied showings don't sell homes. Do you honestly believe in your heart that buyers are influenced to buy one home over another because the listing agent was present???? You are right the rest of it is not black and white. There are places where it's customary, there are sellers that ask for them because of security issues, the are some that do them because they think the buyers broker is not competent enough. These are the things I have heard. All of these things could be true - this however is not what my article is speaking to.

Bill, Reference back to my original comment in #60.  While my being there might not SELL the house directly, it might lead to it NOT being struck from the buyer's list because of a misconception or misunderstanding from the buyers side.  For some homes, I suspect we're lucky if the buyer's agent even shows up with a copy of an MLS sheet, much less bother to do more than open the door and turn their buyers loose.  Written material may not be reviewed at all.  The opportunity for the listing agent to do a quick introduction to some key elements of the home without being intrusive to the overall showing just might give the home a fighting chance to get sold.  Emotion is part of the decision, but it's not the whole decision.

If I have a high end listing that the seller isn't comfortable with having a lock box on and we need to be there for them to have comfort with being on the market, we'll make it happen, and it has ZERO to due with a lack of backbone to tell the seller No. You and I both know that if it's critical to the seller that the listing agent be at the showings they WILL find an agent that will abide by their wishes.  Now maybe you can afford to pass up all the listings that don't work exactly to your terms, but the rest of us reserve the right to operate our businesses as we choose and sometimes that choice will be to say Yes to the seller.  Bill

It's not a standard practice, in other parts, but here in S. Florida it happens quite often especially in high end homes. If Bill feels it's a waste of time so be it, we are all independents out there. I for one will weigh the facts of the deal before making a flat-out no as his response. My guess is if Bill is a heavy hitter he can simply send his assistant and move on. Case Solved.

Dear Bill,

You sure have a point about buyers knowing "the one," when they see it. I have seen things that I thought a liability in a listing actually sell the place. Once, this was a 1950s avocado-green refrigerator, that I thought should be removed. You just never know. The best thing you can do is let the buyer look in peace, so they can see all those "special" features for themselves.

I could not agree more. It does not help nor does it hurt. It is just a waste of time.

Bill, I do consider Jane an ActiveRain friend, but for the record, she did not ask me to post anything. I did this quite on my own. There is another post by another ActiceRain member addressing your post. He did not mention you in his post, but I found this post by another search I was doing on something else unrelated and found your blog. AR is great for that.

I get that you will tell prospective sellers that as part of your services you won't accompany agents/buyers on showings. I understand you tell them that accompanied showings don't work. What I'm wondering is how do you know they don't work? I have listed moderately priced homes and sellers have asked me to accompany buyers and their agents at showings. I was able to sell their homes to buyers who had their own agents. 

It's standard on luxury estate homes there is no lockbox and agents must accompany showings, unless the home is a foreclosure or is vacant for whatever reason (although I have seen REOs where the LA must accompany showings, so not a hard and fast rule). Do you have statistics or numbers to prove that "accompanied showings in real estate don't create sales"? 

Bill-Wishing you a Merry Christmas and a happy and healthy New Year!

Pam - you don't sell homes anymore as a buyer's agent than you do opening the door as a listing agent. Homes SELL THEMSELVES! We are not talking about walking into a shoe store to buy a pair of shoes! Sure the salesman may tell you the shoes look great on you and that could seal the deal for you. In that scenario the salesman played some small role in making a sale. Buying shoes and buying a home are not the same thing! We are talking about an ENORMOUS purchase with a home.

If you really think you are "SELLING" in that sense of the word then you have a truly huge ego because you are not talking someone into spending hundreds of thousands of dollars unless THEY LOVE THE PLACE first and foremost.

Statistics- are you serious? What do you think the statistics are on homes that have lock boxes and those that don't across the entire country? For that matter why do you think they invented a lock box system to begin with? If I am not mistaken it is to make an agents job easier. To make them more productive. To help them use their time more wisely. To make it easier on the general public who wants to look at homes when THEY want to see them and not have to work around a 3rd parties schedule.

If selling were like you think it is. I might as well book a plane ticket for you to come stand in my house and point out all the features worth noticing when it comes time for me to sell. After all according to what you are saying you have the gift of "SELLING". It will have nothing to do with the craftsmanship of my home or the neighborhood I am in.

Dorte - It amazes me how some agents think they can talk people into buying homes. I can't even imagine how some of these conversations go. If I was a buyer and had to listen to that it would be a huge turn off.

Winston - Interesting....I bought a place in South Florida this past March and not a single property I looked at was accompanied by a listing agent.

Bill - being at a listing because the seller wants you there for security or something else is a different subject all together. My article is about accompanied showings not selling a home.

Tim - thanks a voice of reason!

Joe - I hope you have a great Christmas and New Years as well.

Merry Christmas Bill! 

I don't think we're totally connecting on this topic, but that's okay.  Differences of opinion happen.

Wow- I used to subscribe to you blog but the way you are reacting to people's comments here has really made me lose respect for you! 

We all have different ways of doing business. Honestly, I enjoy having a listing agent accompany me and my buyer-clients when showing a house that I am not familiar with. I nor my clients consider the listing agent to be 'the enemy'. They are a source of information and many times make the showing more pleasant.

Accompany or don't - whatever works for each agent and in each situation.

Bill - That's ok we can agree to disagree:) I hope you had a great day.

Jenny - sorry to lose your respect. Is it that I have a good arguement in saying that you guys out there in LA could be far more productive if accompanied showings were not the norm?

You are putting words in my mouth as well. You will never ever find me saying I consider a listing agent an "enemy" as you wrote here. I respect all of my peers. My arguement is the listing agent being present is not going to influence whether somebody spends hundreds of thousands of dollars on a home.

Everyone does have different ways of doing business. There is no doubt about that. You also have an enourmous amount of agents who offer tips and advice to other agents here on a daily basis. I am trying to offer good advice......REALTORS DO NOT SELL homes people buy them.

Here is a statement from someone who just did a re-blog of this article. Here is what he wrote - maybe coming from someone other that me it will make more sense to you:

Homes are not "sold by Realtors"....Homes are bought because the home buyer likes the home and everything about it....location, schools, and yes...the home is perfect for the buyer....or at least somewhat perfect! 

Thanks to Bill Gassett, from Hopkinton Massachusetts, for this inciteful perspective on Home Buyers and what they need from their Realtors!

Real estate agents "help their buyer clients" by providing information, knowledge about how to move through the purchasing process (including Contracts & paperwork involved) and teams of people who can assist in that process.

You may think I am being disrespectful but I am really just trying to let you know you could be far more productive as an entire area if you used a lock box system. It sounds like your area may be heading in that direction in the future from what I hear.

I absolutely agree with your take on what does and does not sell a home. My suspicion is that some high-brow sellers require the listing agent to be present so they know their agent "earns her/his money". Unless you are dealing with a high-value home that has intricate features the buyers ought to know about but cannot be demonstrated or described in the private remarks, there is NO reason the listing agent should open the door and tag along.

My statement about 'the enemy' was a reference from another commenter on your post.  I agree that agents don't sell houses and I have no problem with using lockboxes. Like many, I prefer lockboxes becuase it makes a property easier to show. That said, if there IS a listing agent present I take advantage of that agents' knowledge of the property to give my clients more info than I could supply myself.  The same goes for when I accompany a buyer's angent with clients- I point out the features of the house that the other agent might not be aware of.  I also ask if they prefer a tour or to look at the home alone and come back to me with questions. When I know an agent has already previewed the house, I simply greet them and let the agent tour the house with their clients.  I arrive early, turn on the lights, the heat, or whateve is necessary to make the showing more pleasant. Whether I use a lockbox or I accompany, is always the seller's choice and like most here I agree that it has to do with protecting personal posession, particularly in more expensive homes.

No, I don't think by being there I 'sell' the house.  I also don't consider it a waste of time to show my clients' properties in the best light, to be able to answer questions and to the opportunity to meet new agents or reconnect with agents already know.

I have no problem with agents handling their situations as they see fit. What bothers me is the attitude you seem to take toward those commenters here who don't agree with your position.  There are ways to disagree without being disrepectful or demeaning to others and the tone of some of your responses seems less than appropriate for a friendly disucussion/debate.

Here is how it works.... I have spent the last four days setting up 11 showings for tomorrow.  I have had to juggle the entire schedule as far as mapping out the properties to accomodate the four that are lister accompany adding an extra 26 miles to the showings because of backtracking.  There are two one hour gaps to accomodated the listing agents.  I just got a call from one of them who is now not able to meet us because of a family emergency and she has no one to cover for her.  The owners are not in residence and could not let us in if they wanted to.  It's back to the drawing board and rescheduling many of the showings.  Don't tell me that they are beneficial in showing homes.  The time contraints are annoying and many times you have to rush your buyers to be able to accomodate the listing agent.  Last time I looked, we were supposed to be working for the buyers and sellers, not the other agents.

Sylvia I agree I am sure there are seller's that ask for them and agents that agree to do them for fear of losing the listing otherwise.

Jenny - So I guess the negative tone is Ok as long as it is directed at me? Maybe that is perfectly fine with you because you are friends and or agree with them? I suggest you look back because the attitude didn't start with me.

Marnie - I have had the same exasperating experiences with this non-sense. It makes no sense at all and discourages a smooth process.

Wow. Just, Wow.                                                                                                       

Hi Bill,  I agree with the accompanied showings

But I really liked your comments "Homes are an emotional purchase. Buying a home is not something a Realtor talks somebody into doing."  Sellers seem to think we can drag any buyer into theri home and just have "sell" to get an overpriced home to sell.

Generally I see this on very high end homes.  If it is not a high end home it is not appropriate. 

I am so in agreement with your post.  Buyers know if they like a house pretty quickly.  Nothing you, I or the listing agent can say will sway their feelings (unless I point out some glaring problem).  In fact, although it is not common for a listing agent to be at showings in my area, most of those who were present turned my buyers off so badly that they didn't "see" the house and couldn't wait to leave.

Yesterday 2 agents had to be at condos I was showing because the complexes didn't allow lockboxes.  Unfortunately, my buyer's daughter was late and we had to rearrange everything, causing an agent to have to be at her unfurnished listing for an hour.  I could tell she was miffed but then it's not our fault she had to be there (there's a C21 office across the street that I used to work at that would have held a key for her - I hate picking up keys but that office is close by).

I always question how in areas where this is expected, how can a listing agent carry enough listings to survive if they have to be at every showing.  Unless they are high end properties, how can an agent earn enough money to show their own listings to the benefit of their sellers?  IOW, what if they're already booked at one listing when an agent tries to set a showing at one of their other listings?  Does the appointment get cancelled - in this market?!  I guess they have to have a team if they have a certain amount of listings just to be able to show them all.   

Judy your comment absolutely nails it! Two things you mentioned.....nothing you or I will say is going to convince the buyer to purchase unless THEY want to buy it. There is no doubt about that. It is laughable to read some of the agents who think they are some kind of super salesman and talk people into buying by pointing out the obvious. If they don't like the house to begin with there is no discussion!!!

Your second point is what I have mentioned to a number of the agents in CA who are so caught up in their own traditions they don't want to open up to the reality that their own production is suffering because of an activity that does little to make sales.

How could you possibly think wasting hours of time in a day going back and forth to your listings is going to help your bottom line. This is why they invented lock boxes in the first place.

Did you see the counter blog to this? It is just amazing as the author stated that he felt being there was important to be able to analyze the buyer's emotions yada yada yada.

This would be akin to me saying I am going to throw away my fax machine and not use email anymore when sending an offer to a seller. I should go back to how I did it in the 80's and hand deliver everything just so I can see the seller's emotions when they get the offer. Give me a break!!

Honestly it is no wonder how easy it is to compete in the business with the thinking on some agents part.

Depends on the price point. In high-end homes it's usual for the listing agent to be there. Most stay out of the way and it's not a problem. Plus, I've almost always previewed these homes first, and have asked the agent to show me the special features. Then be scarce when (and if) I return with the client.

Seems like high-end homes are the exception based on the comments. I have found that the practice of listing agent being present dramatically reduces the number of showings because of the schedule issues that arise. Don't see how people can buy the house if they don't get to see it.

Other exceptions: properties with acreage, outbuildings, unique features of some kind: having the listing agent present to walk the property or explain it can be helpful.