Very often real estate negotiators complain that their sales are affected negatively by the owners when they bring prospects to view the properties. This is a very common problem faced by negotiators who are new in the trade.

The following tips may be helpful to you when you want to bring your prospects for house inspections especially when the property is owner occupied.

1.   You must obtain exclusive listing from the owner before you bring anyone to view the property. This is to avoid prospects and the property owner trying to undercut you, in order to save the professional fees you are eligible for.

2.   Fix an appointment with the owner before viewing. Do not bring your prospects without informing the owner, they may turn your prospects out due to personal inconvenience at that particular time.

3.   List out all fittings and fixtures that go together with the sale. Itemize them one by one to avoid future misunderstandings.

4.   Advise the owner not to speak or try to sell his property when you bring your prospects to them. Prospective buyers will normally hesitate to voice out objections when the owner is present. Advising the owner to leave the house or a walk or stay at the backyard may be a good idea and leave the selling to the professional.

5.   In the process of choosing a home, buyers usually have to look at several houses and really pick them apart. They need to look in every closet, climb into the attic and open all the cabinet doors. They have to find out if the house will fit their life style before they can decide to buy it. If the seller is present during the showings, potential buyers will hesitate to make comments about the house.

6.   Some prospects may ask a lot of questions direct to the home sellers that may embarrass both parties and eventually kill your sales. Normally, home sellers are not trained to answer questions from buyers. Therefore, as a sales professional, you must be smart enough to handle such situations.