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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

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?”

Create moments they’ll remember.

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?”

Avoid only rattling off listing features.

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?”

They might say a 6. “Great, what would it take to make it a 10 for you?”

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.”

Then pause. Let the silence do the work. “Even if we never work together, I’d rather you be prepared than reactive.”

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.”

Walk them through it step-by-step — right there in the home.

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:

  1. Pre-showing video text with Starbucks offer

  2. In-showing discovery + 1–10 scale recap

  3. 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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