Why vendors are not part of your sales team

It always amazes me the number of estate agents that do not offer one of the most important services that they can provide - accompanied viewings.

For those that don't engage in viewings, I ask what is it about this crucial part of selling a home that makes you think you have to remain absent

And the questions keep coming:

How will you really know what the prospective buyer thought of the home

As an agent your purpose is to sell property, so how can you sell' if you are not there

These questions and more have really puzzled me.

Of course vendors do have an advantage in that they know their home, but do they know how to sell it Do they know the key rules of undertaking a viewing No!

More often than not, they are wrapped up in memories and emotion and some buyers will notice this. Potential buyers may throw off the wrong signals in an attempt not to hurt a particularly nostalgic vendor's feelings.

Buyers may also not view the property thoroughly as they may feel awkward with the vendors at home. They will most certainly not be able to discuss their likes and potential concerns. Vendors may also feel insecure, intimidated and sometimes vulnerable about taking strangers around their home.

In my opinion it is quite clear - vendors are not your sales team, so do not treat them as such. Asking a vendor to show their property can have an immediate affect on your agent/client relationship.

Our business is all about people and first impressions, and this boils down to relationships and trust. The vendor trusts you to sell their home, so take a little time to understand the home and its best assets.

When undertaking a viewing it is imperative to pre-qualify the client - you need to understand their position, discover their requirements. Why this property and what are their future plans

It may sound obvious but you also need to know which keys open what door to ensure that the potential buyers can view the entire property including the garden, garage and other areas of the home.

Be prepared for questions you expect to be asked and do your research for any detailed questions. The more you are able to answer these questions there and then, the more likely you will be able to close the sale.

Perhaps unlike the vendor, when you are undertaking an accompanied viewing it will be easier to spot any time wasters who may have slipped through the pre-qualification net.

In this battle there is only ever one winner - accompany your viewings and sell more homes.

*Stephen Brown is Director of Stephen J Brown Consultancy, providing training and helping estate agents from all over the UK to generate more revenue