Before landing your dream home, the first order of business would be the initial process of finding it. Buyers should expect a lot of tours before finding “the one”--but although sellers are often the ones who have to “impress,” buyers should not be too lax about their behavior. If competition ends up being tight, the seller is bound to choose a buyer they really like (with a strong offer to match, of course), which means that you'll likely score low if you were an obnoxious home viewer during the open house.
How should a buyer act during an open house?
We can all agree that any buyer would love the idea of getting a great deal, but arrogance and poor etiquette can sometimes enter the equation when the buyer is too focused on getting what he or she wants.
Remember: Respect for sellers, real estate agents and even your competition is crucial. Being an obnoxious home buyer could actually cost you in the hunt for your dream home. Here's how you can remain professional and at your best behavior at all times:
1. Get pre-approved.
Perhaps the first thing any buyer must have before shopping for a home is a pre-approval letter from a lender. Looking at a house without knowing if you’ll be granted a mortgage is simply misleading--and could potentially waste the seller’s precious selling time.
A mortgage pre-approval is proof of your capability to finance the home, and sellers often don’t entertain buyers without a legitimate letter in hand.
2. Be on time.
Being punctual is a sign of respect for the seller’s time and effort. Arrive at the agreed-upon time, and call to inform the realtor or seller if you’re running late. While uncontrollable circumstances may cause some delay, it is unacceptable to make last minute changes, especially if it is a private home viewing and serious preparations have been made on the seller’s end. If you asked the seller to leave for the viewing, you should definitely show up on time.
3. Leave nothing, not even footprints.
The house you’ll be touring is sure to have been de-cluttered, deep-cleaned, kept shiny and left odor-free for your arrival, and it would be expected of you to extend the same amount of graciousness and courtesy by leaving the home as it was before you entered.
Avoid bringing in food and drinks (they’ll offer you some, anyway), and make sure that your shoes don’t leave any kind of marks on the floor. Ask the seller or realtor where you can wipe off the dirt under your shoes before entering--or better yet, just leave your shoes at the door.
4. Limit the entourage.
It is understandable for the entire family to want to see all the houses during the hunt, but you may want to save the family field trip for later (when you’ve narrowed down your choices to the final three). Bringing your children can lead to too much mess and noise, and it’s just rude to have unruly grade schoolers running around a house that was professionally staged for an adult viewing.
5. Keep rude comments to yourself.
While it is perfectly acceptable to voice out serious concerns about the home, it is best to keep opinions on taste and style to yourself. If you find the wall colors a little too playful for your liking, or if you think the paintings that are hung up on the living room are a little tacky -- it is best to just save the conversation for when you’re outside the house. These are things that could easily be remedied once you decide to buy the home, so don’t risk offending the seller by rudely commenting on their personal preferences.
6. Take nothing but photos (but ask permission first).
It should go without saying that you should NOT take anything from the home, and that it is your responsibility to make sure your children aren’t lurking around the rooms and putting things in their pockets. The only thing you can take with you are photos, but only after you’ve asked the seller or realtor permission. If the sellers are still living in the home, they may find it a little invasive for you to take too many photos. Ask them about any privacy concerns, and take your photos accordingly.
7. Don’t overstay your welcome.
Of course you want to see every corner of the home, since you may end up living in it--but make sure to walk through the house with purpose so as not to waste any time. Make a list of all the things you want to check in the home, and move through and around it with specific goals. Time is the seller’s most important resource during the home’s listing period, so limit your tour to 45 minutes, or 1 hour tops.

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Counseling Session Activities
- Prepare the buyer for executing a buyer representation agreement
- Explain agency relationships to the buyer and get state required legal consent to represent, if needed
- Inform the buyer of working relationship based on state law, the REALTORS® Code of Ethics, and the broker’s business policies
Building a Relationship
- Learn the buyer’s wants and non-negotiable needs
- Understand the buyer’s budget and what will be needed financially
- Help the buyer understand what property their chosen budget will buy
- Consider having the buyer fill out a homebuyer’s checklist
- Assist the buyer in examining how much they can afford to spend
- Provide quality lender resources
- Partner with the buyer to locate suitable properties for consideration
- Match the buyer’s needs with available property
- Constantly re-evaluate buyer’s needs and refocus property showings to fit those needs
- After ensuring the buyer understands what is done for them, how it is done,and the benefit to them, obtain signatures on the buyer representation agreement
- Explain how compensation is paid, who pays it, and what the buyer’s options are for paying it
Educating the Buyer
- Communicate the working relationship based on state law, the REALTORS® Code of Ethics, and the broker’s business policies
- Explain Federal and State Fair Housing laws
- Explain what to look for in applicable property disclosures
- Reassure the buyer that their personal information will remain confidential
- Inform the buyer that you will always disclose all known material defects
- In accordance with state law, provide information on checking the sex-offender registry and crime statistics for the neighborhood
- Discuss available resources that the buyer can check to learn more about prospective neighborhoods

Preparing the Buyer
- Explain the timeline for house hunting, mortgage approval, and closing
- Explain the local market and how it impacts the buyer
- Show statistics on what percentage of list price sellers in the area are currentlyreceiving
- Inform the buyer on what home features are popular
- Identify current average days on market
- Share the dangers of using the price per square foot to figure home values
- Explain the concept of absorption rate and how it impacts the buying process
- Indicate current listing months of market inventory
- Share estimated potential out-of-pocket costs to complete the transaction
- Assist the buyer in analyzing the loan estimates
- Qualify the buyer for financial ability to purchase
- Help the buyer account for the complete costs of homeownership
- Prepare lender for listing agent calls
- Assist in comparing different financing options
- Help the buyer select for viewing only those homes that fit their needs
- Proceed in showing homes that fit the buyer’s must-haves
- Caution the buyer on posting information to social media
- Review the sample sales contract so the buyer is prepared when it comes time to make an offer
Showing Properties
- Schedule showings and provide access to all listed properties as soon as they become available in their local MLS broker marketplaces
- Educate the buyer on the immediacy of new listings appearing in their local MLS broker marketplaces and the lag time for them to appear on some websites
- Collaborate with the buyer on properties they may have learned about through their sphere contacts
- Research and assist on all unlisted properties the buyer wishes to see
- Preview properties prior to showing if needed
- Network with other agents to source properties not yet in their local MLS broker marketplaces
- Contact homeowners in focus areas to see if they are considering selling
- Set up an automated email alert system through their local MLS broker marketplaces that immediately notifies the buyer of properties that fit discussed requirements
- Arrange a tour of areas, schools, and key points of interest
- Provide resources containing neighborhood information on municipal services,schools, etc.
- Inform the buyer of negative aspects like nearby venues or operations that may result in issues that could impact value
- Collect and share any other vital information on available homes, remembering to follow all fair housing laws at all times
- Check applicable zoning and building restrictions
- Help the buyer decipher public property and tax information
- Collect and share pertinent data on values, taxes, utility costs, etc.
- Compare each property shown to the buyer’s wants and needs list and remind them of what they were looking for
- Help the buyer narrow the search until the buyer identifies top choices
Negotiating Offers
- Assist the buyer in getting the best property at the best price
- Suggest that the buyer learn more about the neighborhood prior to makingan offer
- Prepare a comparative market analysis (CMA) in advance of making an offer
- Prepare the buyer to have the most attractive offer in the current marketplace
- Explain common contract contingencies and include approved protective clauses in the purchase offer
- Ensure that the buyer receives and understands all state and federally-required disclosure forms
- Prioritize contract negotiation goals with the buyer
- Help create a negotiating strategy
- Use strategies such as an escalation clause to maintain a competitive offer
- Prepare the buyer for a multiple offer situation and develop negotiation strategies
- Write an offer that has a reasonable chance of being accepted
- Recommend optional contingencies and explain the pros and cons of using them
- Provide information on purchasing incentives that may be available
- Discuss financing alternatives
- Negotiate the buyer’s offers to arrive at the best price and terms
- Utilize hyperlocal expertise and strong communication skills to assist the buyer in being the successful offer

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