The Role of a Showing Agent

A showing agent, also known as a touring agent, is a real estate agent responsible for providing property tours, viewings, showings or show homes and assistance to prospective buyers.

They work under the guidance of a senior agent and are responsible for setting appointments with interested buyers and showcasing the positive features of properties.

A showing agent leads buyers on a comprehensive tour of the home. They highlight features and benefits, provide insights, answer questions, and gauge reactions to help buyers evaluate the property.

Key responsibilities in a showing include:

  • Previewing the home to ensure it is ready for tours
  • Greeting buyers and building rapport during introductions
  • Guiding buyers through the home room-by-room
  • Pointing out appealing attributes like spacious closets and ample natural light
  • Drawing attention to recent updates such as new HVAC systems
  • Addressing concerns proactively, like the need to refinish hardwood floors
  • Answering questions thoroughly throughout the tour
  • Reading buyers’ reactions to gauge interest levels
  • Summarizing the home’s strengths at the end of the tour
  • Asking for feedback and explaining next steps
  • Following up after to provide additional information

The showing agent’s role also involves identifying homes that align with clients’ criteria and coordinating with agents representing sellers. To become a showing agent, one typically needs a real estate license, sales skills, and a valid driver’s license.

Flexibility and mobility are essential as they often need to travel to different locations to meet clients and show multiple properties in a single day.

Showing agents play a vital role in converting leads into active contracts and supporting the overall productivity of a successful real estate team.

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George Nicola

George is a seasoned interior designer and property marketing strategist with over 13 years of experience. He specializes in transforming properties into visually stunning spaces, helping clients recognize the potential and beauty in each property. With an impressive international client base of exciting projects throughout Europe and America.

How many types of real estate agents exist

There are primarily 3 main types of real estate agents:

  • Listing Agents – These agents represent sellers and list properties for sale. They make up approximately 60% of real estate agents.
  • Buyer’s Agents – These agents work with buyers to find and purchase properties. They make up about 30% of agents.
  • Dual Agents – These agents represent both buyers and sellers in a transaction. They account for about 10% of real estate agents.

Dual agency can create potential conflicts of interest, so most states require disclosure and informed consent if an agent is serving as a dual agent. Many agents choose to focus on either listings or buyers to provide specialized services to clients with specific needs on either side. But working as a dual agent can be appropriate in certain situations when proper transparency and consent is in place.

The key is understanding these three main models for agent representation and the pros and cons of each approach. But the majority of real estate agents focus on one side – either listings or buyers. Dual agency is less common due to the need to balance the interests of both parties in the same transaction.

Are listing agets same as showing agents?

Listing agents and showing agents play different roles in real estate transactions:

Listing Agents:

  • Work with sellers to market and sell properties
  • Set competitive listing prices for homes
  • Advertise and promote home listings
  • Contract with sellers as their legal representative
  • Negotiate sales offers and transactions
  • Guide sellers through closing process

Showing Agents:

  • Work under buyer’s agents or listing agents
  • Schedule and conduct showings of homes for buyers
  • Point out features and benefits of homes during tours
  • Provide feedback to agents about buyer reactions
  • Cannot negotiate contracts or transact on clients’ behalf
  • Act as a supporting role, not the main client representative

While showing agents interact with buyers touring homes, they do so under the management of a lead buyer’s or listing agent. Listing agents have primary responsibility for pricing, marketing, and negotiating offers for their seller clients.

Listing agents and showing agents both facilitate real estate transactions but serve very different core functions. Their roles are not interchangeable.

TLDR: Showing agent

The showing agent is the person who helps people look for houses. Most of the time it is not the owner of the agency 

  • The Face of the Agency – Showing agents directly interact with prospective buyers touring listed properties. They represent the agency brand experience.
  • Expert Navigator – Guiding buyers seamlessly through homes for sale based on needs and preferences takes deep market knowledge.
  • Skilled Multi-Tasker – Juggling client schedules, open houses, feedback, and negotiations demands top organization and communication skills.
  • Sales Closer – Building rapport, reading clients, overcoming objections and gaining commitments is vital to get the deal done.
  • Client Confidant – Showing agents must gain trust to understand motivations and alignment with the right home. Discretion is required.
  • Marketing Master – Promoting and positioning listings in their best light during showings while also pitching the broader agency services.
  • Competitive Edge – The right showing agent can be the difference between making or losing out on listings and sales.

What are home showings?

Home showings are appointments set up by real estate agents who oversee potential buyers to tour and view properties that are for sale. Here are some key points about real estate showings:

  • Purpose is to showcase the home and allow buyers to evaluate if it meets their needs and preferences in person.
  • Buyer’s agents schedule showings with the listing agent representing the seller. Days/times are based on seller and buyer availability.
  • Showings typically last 20 mins to 1 hour. Buyers are walked through and shown all the rooms and features.
  • The listing agent or a showing agent highlights the home’s benefits like updates, layout, and neighborhood.
  • Buyers can ask questions take notes, photos, or video to remember details after viewing multiple properties.
  • Virtual showings via video tours have become popular as well, especially during COVID. But most still prefer to visit in person.
  • After in-person showings, buyer feedback is collected and used to refine the home search.
  • Multiple showings are usually required before a buyer selects a property and makes an offer.
  • Showings are a critical step in real estate transactions to connect qualified buyers with sellers’ homes on the market.

The showing allows potential buyers to fully experience the property space and location. It’s an interactive part of the home buying process.

Do showing agents sign negotiating contracts?

Showing agents do not typically sign or negotiate purchase contracts with buyers. Their role is to provide buyer experiences and insights to agents crafting deals.

Here are some details on showing agents’ roles and limitations when it comes to contracts:

  • The listing agent, with the seller’s consent, will draft and sign the initial purchase and sale agreement contract with prospective buyers.
  • Showing agents may facilitate communication of offers and counteroffers between their buyer clients and the sellers/listing agents. However, they do not have the authority to negotiate on their own.
  • Buyer’s agents or broker associates, not showing agents, are responsible for negotiating offer terms, contingencies, and prices on behalf of their buyer clients.
  • Showing agents play an important role in the transaction by interacting with buyers and gathering helpful feedback, but they legally cannot bind their brokerage into a contractual agreement.
  • Once main terms are negotiated and the buyer signs a final offer, the showing agent will pass everything to the buyer’s agent and listing agent to formalize contract execution.
  • At signing, the buyer, seller, buyer’s agent and listing agent will be signatories to the purchase and sale contract.
  • The showing agent may provide useful perspectives to inform negotiations, but ultimately it is the buyer’s agent who will sign on the buyer’s behalf along with the seller.

 

The Role of a Showing Agent

  • In an estate agency office, the agents who interact with clients and show properties are often referred to as “sales” agents or “listing” agents.
  • These agents typically have desks in the main open office area where they can easily meet and greet clients when they come in. Their desks may be arranged vertically in rows or facing each other.
  • More senior/experienced agents who bring in a lot of business may have their own private offices separate from the main floor.
  • Newer or more junior agents usually start out sitting in the open bullpen area with the other agents before potentially moving to a private office later on.
  • Listing agents need to be easily accessible and visible to clients walking into the office. So their desks tend to be placed in central, prominent locations on the floor.
  • Support staff like secretaries, administrators and managers may have separate desk areas or offices.
  • The actual layout and seating arrangements can vary greatly between real estate offices based on size, structure, culture etc.

What showing agent does on a showing - checklist

As a showing agent’s primary responsibility is to set appointments and guide interested buyers through potential properties, highlighting their positive attributes and providing valuable insights. Most of the time showing agents work under the direction of a senior agent.

Your showing agent is your trusted friend.
Your showing agent is your trusted friend.
  • Provides Access – Coordinates entry to listed properties and facilitates viewings for buyers. Manages lockbox codes, keys, and security procedures.
  • Conducts Tours – Walks buyers through homes, highlights features/benefits, answers questions, points out areas of concern. Focuses on showcasing the property in the best light.
  • Discusses Details – Reviews listing specs, neighborhood info, school districts, recent upgrades, systems/appliances, HOA bylaws. Bring supporting listing docs.
  • Manages Time – Keeps showings on schedule and moves efficiently from one property to the next. Accommodates clients’ pace and maximizes time.
  • Interprets Feedback – Reads buyer reactions/comments and adapts approach to emphasize positives and minimize negatives.
  • Makes Recommendations – Suggests homes that may better fit needs based on reactions. Flags properties not likely to get an offer.
  • Provides Guidance – Offers perspective on prices, competition, terms to educate buyers on negotiating and making an offer.
  • Builds Rapport – Fosters positive relationship and trust through friendly interaction. Establishes credibility and value.
  • Follows Up – Contacts buyers after to get additional feedback, gauge serious interest, and stay top of mind.

The role of showings assistants

It’s common for busy/successful showing agents, especially those on large real estate teams, to utilize showing assistants to help manage their high volume of property tours and appointments.

Here are some typical ways of showing assistants support showing agents:

  • Schedule showings – Help coordinate appointments across buyer/seller/agent calendars.
  • Qualify leads – Screen buyer leads to confirm serious interest before booking tours.
  • Drive buyers – Pick up and drive buyers to/from showings so the agent can meet them onsite.
  • Arrive early – Go to listings ahead of time to turn on lights, open doors, distribute info sheets.
  • Offer refreshments – Make available and offer water/beverages to buyers during showings.
  • Take notes – Document buyer reactions, feedback, questions during and after tours.
  • Provide follow-up – Call buyers to get additional impressions and feedback after showings.
  • Handle paperwork – Process buyer questionnaires, pre-approvals, agreements.
  • Update databases – Log showing details like buyers’ likes/dislikes in CRM for agent.
  • Manage supplies – Maintain inventory of items like brochures, feedback forms, lock boxes.

The right showing assistant can help maximize an agent’s time and efficiency when touring multiple buyers. They handle administrative and logistical details around showings.

Virtual showings

The COVID-19 pandemic necessitated a shift in the typical real estate showing experience. While in-person tours reigned supreme pre-pandemic, many real estate agents have now integrated virtual showings into their process.

This allows buyers to get an initial look at properties from the safety and convenience of their own homes.

For showing agents, virtual showings require utilizing technology to creatively showcase listings without being onsite. Typically they will schedule a live video tour using a platform like Zoom or FaceTime. As the buyer views through the camera, the showing agent will walk through the rooms while providing insightful narration about features, layout, condition, etc.

Showing agents need to thoroughly prepare listing facts and details ahead of time to provide an immersive experience without being able to point things out in person. They also must hone camera and speaking skills to highlight spaces effectively while fielding buyer questions and feedback. Honing the balance between professional presentations and natural interactions is key.

Virtual showings allow the showing agent to pre-screen buyer interest before committing to an in-person visit. They complement physical tours, enhancing convenience and flexibility in the home search process. Though virtual experiences cannot entirely replace walking through a home, they do allow showing agents to safely progress buyer relationships.

How does showing agent uses virtual staging

  • To showcase vacant homes in the best light, showing or listing agents use digital tools like virtual staging to virtually stage rooms with furniture and decor. This helps buyers envision the space.
  • For occupied homes with clutter or outdated decor, virtual staging can digitally replace furnishings to modernize and declutter the look.
  • Staging popular spaces like living rooms and kitchens helps highlight the home’s selling features. The showing agent focuses on what needs enhancement.
  • They use virtual staging services that allow customization like changing paint colors, countertops, fixtures and flooring to update the home’s style.
  • When recommending renovations is unrealistic, virtual staging provides cost-effective ways to visualize the potential of the home.
  • Before and after virtual staging comparisons help buyers see the home’s possibilities and overlook current flaws.
  • Virtual tours incorporate digital staging to immerse buyers and make them excited about the property.
  • Showing agents review the staging to ensure scenes appear realistic, with the right furniture scale and positioning.
  • They advise sellers on rooms to stage virtually to maximize the home’s appeal and return on investment.

Skills essential for showing agents

The most important skills are centered around effective communication, building connections, market expertise, and providing an excellent client experience during the tours.

  • Strong communication skills – Ability to highlight features/benefits, explain details, and answer questions clearly and knowledgeably. Adjust messaging for each buyer.
  • Listening skills – Pay close attention to pick up on verbal and non-verbal buyer reactions and cues to understand motivations.
  • Interpersonal skills – Build rapport through friendly and enthusiastic interactions. Make buyers feel valued.
  • Salesmanship – Position and promote the property in the best light. Overcome concerns artfully.
  • Problem-solving – Address issues tactfully with positive solutions. Prep contingency plans.
  • Negotiation – Provide guidance on making competitive offers and negotiating advantages.
  • Market knowledge – Understand pricing, demand, inventory intimately to properly evaluate and consult.
  • Organization – Coordinate showings efficiently. Have all listing/property details on hand.
  • Time management – Keep tours on schedule. Optimize viewing based on buyer interests/availability.
  • Product knowledge – Research property details like features, upgrades, systems, permits, etc thoroughly.
  • Responsiveness – Follow up in a timely manner to capitalize on buyer enthusiasm and feedback after showings.

The goal of showing assistant is to support the real estate team in converting leads into active contracts. By providing exceptional customer service and a personalized experience, you contribute to the overall productivity and success of the team.

Qualifications for Becoming a Showing Agent

To pursue a career as a showing agent, you must possess a real estate license, sales skills, and a valid driver’s license to effectively travel between locations and meet with clients. These qualifications are essential for success in this role, as they enable you to provide exceptional service to potential buyers and sellers in the real estate market.

Obtaining a real estate license is a crucial step toward becoming a showing agent.

This license ensures that you have the necessary knowledge and understanding of real estate laws, regulations, and practices. 

It also allows you to represent clients in property transactions and provide professional advice throughout the buying or selling process. A well motivated and trained showing agent can sell homes even in collapsing markets.

The showing agent works diligently to showcase properties.
The showing agent works diligently to showcase properties.

In addition to a real estate license, strong sales skills are key to excelling as a showing agent. The ability to effectively communicate, negotiate, and build relationships with clients is essential in promoting properties and assisting buyers in making informed decisions. 

A showing agent’s role often involves showcasing a property’s features, addressing potential concerns, and demonstrating its value to potential buyers.

A valid driver’s license is vital for a showing agent due to the nature of the job. As a showing agent, you will be responsible for traveling to different locations to meet clients and show multiple properties in a single day. 

Having a driver’s license allows you to navigate between properties efficiently, ensuring that you can accommodate clients’ schedules and provide them with an exceptional home-buying experience.

5 good and bad tactics showing agent does

The best tactics agent tactics are to focus on understanding the buyer, adding value, resolving concerns, and nurturing an ongoing relationship. Unethical or impatient behavior can destroy trust.

Good Tactics:

  1. Highlight features buyers want – Emphasize desired amenities like large closets or yard space.
  2. Share local insights – Provide research on schools, shopping, commute times for the area.
  3. Ask qualifying questions – Discern must-haves vs nice-to-haves for the buyer.
  4. Address concerns proactively – Surface and resolve issues like dated kitchen before the buyer does.
  5. Follow up promptly – Quickly recap the showing and maintain contact to stay top of mind.

Bad Tactics:

  1. Make unrealistic claims – Don’t embellish or stretch the truth about the property or neighborhood.
  2. Rush the showing – Give buyers time to view the property and don’t hurry them along.
  3. Get impatient – Avoid outward frustration if buyers run late or ask too many questions.
  4. Give legal advice – Don’t counsel buyers on laws, or regulations without checking with a real estate attorney.
  5. Go silent after – Failing to follow up after the showing misses opportunities for feedback.

Why Showing Agents are essential in a Real Estate Team?

In a real estate team, one of the important roles is that of a showing agent. The showing agent is responsible for showcasing properties to potential buyers and providing them with valuable information about the listings
In a real estate team, one of the important roles is that of a showing agent. The showing agent is responsible for showcasing properties to potential buyers and providing them with valuable information about the listings

Showing agents are the lynchpin of the real estate transaction, serving as the main touchpoint connecting buyers with the properties that become their homes. More than just tour guides, skilled showing agents provide the expertise and insight that can directly lead to converted sales.

During showings, they showcase each home not just as four walls, but as a canvas for the buyer’s future life.

Their deep familiarity with the property and neighborhood allows them to highlight special features and envision out loud the potential for creating new memories. Showing agents read verbal and nonverbal cues from buyers to discern true motivations and align them with the right homes.

An illustration of an open house, featuring a showing agent.
An illustration of an open house, featuring a showing agent.

Masterful showing agents don’t just present properties during open houses – they present possibilities. They paint a vision of breakfasts in the nook off the kitchen, kids playing in the big backyard, and holidays in the dining room. This emotional connectivity sparks excitement and investment in the home.

Beyond the tours, showing agents provide key guidance on competitive pricing, negotiating strategy, and acting quickly when the right home comes along. Their expertise and advocacy helps buyers gain an edge.

Skilled showing agents build lasting rapport before, during, and after tours. By truly understanding needs and nurturing relationships, they create loyal clients who turn to them for life.

Showing agents are the heart of the real estate transaction, through which homes become homes. Their knowledge, passion, and guidance combine to convert leads into keys in clients’ hands.

Compensation and Salary for Showing Agents

Showing agents are typically compensated with a combination of a base salary and commission, with the average annual salary ranging approximately $56,290 – $72,848 per year according to salary.com. This payment structure allows showing agents to earn a stable income while also providing an opportunity to increase their earnings based on performance and sales results.

Base salaries for showing agents can vary depending on factors such as experience, location, and the size of the real estate agency they work for. In addition to the base salary, showing agents often receive a commission for each successful transaction they facilitate.

This commission is typically a percentage of the total sale price and serves as an incentive for showing agents to consistently deliver excellent service and close deals.

A female listing agent with a smartphone showcasing a house.
A female listing agent with a smartphone showcasing a house.

It’s important to note that the compensation and salary for showing agents can also include other benefits such as health insurance, retirement plans, and flexible working hours.

These additional perks can enhance the overall job satisfaction and financial stability of showing agents, making it an attractive career option for those interested in the real estate industry.