While you're showing the client homes, a special event will happen the exact moment you walk into the perfect home.

The clouds will part, a bright light fills the room, and in your subconscious you hear a chorus of angels singing the most beautiful song you've ever heard.

You know it's the right house…even your body does. You'll often get goose bumps and you'll feel a sudden burst of energy and excitement.

Your client will have the same feeling. 99% of agents will ignore this event, make a note of the home and move on to the next until they've seen everything on the list.

WHY?????

You've gotten them to go see homes with you and found one they really like. Do not under any circumstances show them another home until they make an offer on this one.

If they won't make an offer on the perfect home, what makes you think they'll make an offer on any other home? By the time you get done showing them 30 more homes, the perfect home will have sold, and your buyer will fall off the face of the earth. Do not show them another home until they have an offer in. If you continue to show them homes, you will put doubt in their minds, extend the sales process, and probably miss out on a sale.

I would wager that every agent out there has heard the angels sing, ignored it, and shown more homes before writing an offer. I'd also wager that this led to one of 3 outcomes.

1) You end up showing them 30 more homes before they find one they'll settle for.

2) They get overwhelmed and stop the process altogether saying, "We're going to take a break for now. We'll call you when we're ready to see more homes."

3) You make the offer too late, they don't even get a chance at the house they wanted, and they stop looking or find a different agent.

You're a professional sales person. Know the buying signals of your clients and close them as soon as you can. If not, you will waste their time as well as yours.

Remember, it is your fiduciary responsibility to help them buy the right home. You are not doing your job if you let the perfect home slip away.