It is always recommended that the property owners are not at home during the visit so that the real estate agent can show the property. And if this is not possible, they should focus on other activities but not be part of the tour. While each scenario is being shown, ask visitors to comment on what they see.
At this stage, many questions should be asked to the buyer: why do you want a house of this style? why are you looking for in this area? how many rooms do you need? This will help to understand what are they looking for. If you know that the client asks for a large family room then during the visit focus on this space, this will help to engage the client.
When a good filter is achieved, it is not necessary to send many options to the client. You can share four options, knowing what they are really looking for. This will reduce the time invested in each visit and will prevent the future buyer from getting entangled among many options.
Visual language also has a great influence in the visit; the advisor must visualize and analyze the customer’s expressions to know if what the customer is asking for is really what he/she is looking for. For example, a client may want a modern house but when visiting such a style, his gestures show that it is not really what he wants.