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Turn First Showings Into Committed Clients (In Under 60 Minutes)
Real Estate Plan of the Week In Your Inbox Every Sunday
Magali Pattison
June 01, 2025
You show up for a buyer you barely know.
They say thanks, check out the house.
Then... nothing.
Another new showing down the drain and $X,000.00+ potential loss.
You followed up.
You sent more listings.
But they never really saw you as their agent.
That’s because the average showing is passive.
Top agents don’t just “open the door.”
They turn the tour into trust and don’t leave without a client.
This week, I’ll show you exactly how to create a memorable showing experience and pivot into the 20-minute consult I covered last week making it easy for them to say yes.
The Plan in 30 Seconds
Start the relationship before the showing with a video text (and Starbucks order)
Ask discovery questions as you walk the home & point out red flags
Debrief at the end using the 1–10 scale
Use the buyer roadmap to show next steps & get their commitment
The showing is the moment they decide if you're their agent… not the house.
Here’s how to lead:
1. Pre-Showing: Make It Personal
Send this video text before the showing:
“Hey [Name], can’t wait to meet you today! I’m swinging by Starbucks on the way, what can I grab you?”
This does two things:
✔️ Starts the relationship with a gesture
✔️ Puts a friendly face to your name before you meet
2. During the Showing
Go into discovery
Ask open-ended questions like:
“What’s your first impression of the neighborhood?”
“Could you picture a birthday party in this backyard?”
“Is this layout close to what you had in mind or way off?”
3. Add Strategic Insight
Point out red flags or resale challenges before they ask. That builds trust fast.
Show what most agents miss: like attic access, HVAC age, or builder reputation.
4. Recap
After the showing, don’t say “Let me know what you think.”
Say:
“If this ended up being the one, I’d want to double check comps, confirm any past offers, and dig into those HOA rules we talked about. On a scale 1-10 where a 1 is a cardboard box and a 10 is your dream home, what would you rate it?”
Now you know what matters most. And more importantly so do they.
5. Slide Into the 20-Minute Consult
After the showing, with calm leadership energy:
“Before we wrap, I always like to take a few minutes right here to walk through what winning looks like in this market not just browsing.
I’ll give you a quick overview of how our clients are getting access to the best homes (often before the public sees them), how we position their financing for strength, and the 3 biggest mistakes buyers make that I want you to avoid.
People often gain this kind of clarity when it’s too late. I do things differently and make sure all my potential clients get it the first time we meet so they don’t miss out on the home of their dreams and don’t overpay. It only takes about 10 minutes.”
Pull out your buyer roadmap (from last week) and say:
“Let me give you a quick overview of what it looks like to buy a home in today’s market. We’ll cover how to get pre-approved, how we find properties (including off-market ones), and what to expect if you do decide to make an offer.”
Next week: getting the exclusive buyer broker agreement signed before leaving.
🎯 This Week’s One Action to Generate Business
Turn your next buyer showing into a 3-part experience:
Pre-showing video text with Starbucks offer
In-showing discovery + 1–10 scale recap
Post-showing consult using your roadmap & agreement
The goal is to give them a professional experience they didn’t expect and won’t forget.
See you next Sunday!
Magali
Make every day count!
#LevelUp🚀
Envision VA Home | Agent Launch
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