When showing a home, whether it’s an open house or a private showing, your primary focus is on your clients and whether or not they like the house, right? Sure, but don’t let that keep you from being aware of your safety. The question is how do you know what ‘safety’ means in an unfamiliar neighborhood?
It’s simple. You preview the property and the neighborhood. Previewing any property you’re showing is unfortunately the best-kept secret shared by top performers in the real estate business. Let’s get the word out! Of course the first thing is don’t do an open house or meet a client for the first time alone, take a buddy! However, if you must go alone the following are a few simple steps you can follow to provide the safest experience for both you and your clients.
- Make a Visit. In the days before you meet the client, visit the property. This will enable you to speak intelligently about the area, giving your clients the pertinent information on things like school bus stops, yoga in the park, and the location of the closest grocery store. It also gives you an opportunity to put several pieces of your safety plan in place.
- Walk the surrounding neighborhood, if possible. You will learn much more about it than if you drive. If any of the neighbors are out, introduce yourself and let them know you’ll be showing the house. Identify your car for them, so they’ll know it’s you. Knock on the doors of the houses on either side and across the street from the property you’re showing to meet the neighbors. If you’ll be putting on an open house, offer them the opportunity to tour the home half an hour before it’s open to the public.
- This has four benefits to you. The neighbors are all curious about the house that’s for sale, and they want to see it. They want to know the asking price to compare it to the value of their own homes. Perhaps they have a friend who wants to move into the neighborhood or perhaps they’ll need an agent to sell their own home someday. First it gets qualified buyers into the house. Second, it may create future business for you. Third, these neighbors may reveal things about the neighborhood you hadn’t noticed yourself. This can give you additional selling features to highlight to your clients. Fourth, and most importantly, it familiarized people with you and makes them aware that you’ll be there.
While you’re in the neighborhood, visit the local police substation to let them know you’ll be there and during what hours. If you’re hosting an open house, tell them you’ll have refreshments for any officers who stop by. Do the same at the local fire station. That way, there are two groups of emergency responders who will know you’ll be in the house and when. What’s more, you’ve extended the invitation for them to stop by.
Make at least three trips to preview the property. Yes, it’s time consuming, but it will also give you an excellent overview of the property and surrounding streets. Not only will you impress your clients, you’ll know just what to do if something goes wrong.
On the day of the showing or open house
1. First thing in the morning:
- Locate the lockbox.
- Determine where you and your client will park.
- Find out if there are any animals which you need to beware of.
- Take a look at the sides of the house.
- Does the property have a privacy fence? If so, is there a gate? Where does it lead?
- Look at the shrubs-do they provide a hiding place for someone?
- Make a mental note of where the garage door is.
- Also note any other unique features of the house.
- Find some interesting feature that’s not near the front door.
- Check that you have cell phone reception.
2. At your appointment time:
- Note what’s going on in the neighborhood at that time of day.
- Notice who’s around. Are there many people? This is a great time to introduce yourself.
- Check again for animals.
- Recheck your cell phone reception.
- Is anyone else having an open house? If you have the opportunity to introduce yourself to the agent in charge, do so.
3. At night, especially if you’ll be doing an open house:
- Note any outside lighting around the house, including street lights.
- Note any areas where landscaping may provide hiding places.
- Make any adjustments to your parking location, as dictated by the two factors above.
If you don’t have time to make three visits by the day before your appointment, at least make one to locate the lockbox, take a quick look around, and let someone know you’ll be there. Preset the lockbox for easy entry.
Visiting the property also allows you to develop what’s known as your “word track.” This is a technique used by people in call centers when they react to something a customer says during a call. Your word track is used to draw the client’s attention away from you when you’re most vulnerable. For example: Just as the walkway narrows for only one person and the customer suggests that you lead the way, you can remark, “Hey take a look at that [unique feature you noted earlier].” While he’s walking over to look, that’s when you unlock the lockbox and open the front door. By the time he’s returned to you, you’ve turned to face him again and can devote your full attention to the remainder of the showing.
There are many other aspects to safely showing a home or hosting an open house. Doing your homework by previewing the property is only the first step to ensuring your safety. So now you’re in on the secret!
We hope this article is helpful to you. Please feel free to share this information with our staff and colleagues. For additional information on training classes, seminars, keynote speeches or consulting, please visit SAFE at www.justbesafe.com. If you would like to reprint this article in your publication, please feel free. Just send us a copy or a link to your published work. You may also click here for a PDF version of this article.
Guest author Andrew Wooten is the President of Safety Awareness Firearms Education (S.A.F.E.), and has been in the safety and security industry for the past twenty-four years. His platform successes have led him to the creation of Crime Awareness Prevention Seminars (C.A.P.S.). He is a recognized expert in safety and security and speaks to thousands of professionals every year. You can find out more online at http://www.justbesafe.com.
