Why You Cannot See Good Homes
The truth about showings is this: most buyers think they’ve “seen” 30 homes.
But here’s the Ninja Selling truth: after about five homes in a day, your brain stops recording. A good professional knows this.
Everything else becomes blur, noise, spaghetti.
🌀 You think you’ve absorbed what you’ve seen.
🌀 You think you’re making good comparisons.
🌀 You think more volume equals more clarity.
But really? You haven’t seen anything.
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🍝 The Spaghetti Agent Method
– Show 10 homes on Day 1.
– Show 10 homes on Day 2.
– Show 10 homes on Day 3.
– Act confused when clients can’t decide.This agent believes quantity solves everything: “If I keep showing, they’ll figure it out.”
What actually happens: the client’s memory fries out, and they are unable to clarify thoughts. They go back home and maybe try again in a year.It just does not work that way.
🎯 The Pro (Ninja) Method
– Listen Carefully and watch the first showing and the eyeball reaction.
– Keep the showing count per day to meaningful homes and Pay attention. If you walk into a house that has a BLUE DOT on the wall and the clients says “I do not want to see homes with Blue Dots on the wall” then cross off the list the next showings that also have blue dots!
– Stop at a rational number of homes…but pay attention
– Hear what they say do not probe for cliche answers.Because the right process isn’t about volume, it’s about clarity. Our team averages just 3.28 homes shown per successful Offer. What does that mean? It means creating a connection and Listening!!! It means that we become them but they trust us that they can become us too.
A Ninja-trained agent translates vague wants into real matches:
– “I want a big backyard” might also mean a small backyard backing up to a golf course fairway.
– “I need 4 bedrooms” might actually mean 3 plus a proper office.
– “I want space” might mean high ceilings, natural light, and a layout that breathes.A buyer sees how life fits inside the walls and the yard.
🧭 Lesson One: The Funnel
Real agents don’t just open doors they build a funnel. But the goal is to be like Spock. Make the mind connection.
MLS – What’s available today.
Off-Market – Quiet listings and owner conversations.
New Construction – What’s in the pipeline.
FSBOs – For-sale-by-owners who may not be visible online.
Translation Layer – Interpreting the buyer’s language into actual, livable homes.
At the bottom of that funnel are a handful of real contenders.
Not 30. Not 50. Three. And what has to happen?
Why You Can’t See Good Homes
If you’re seeing more than five in a day, you’re not seeing any of them. If you are working with that kind of process, maybe ask the question “are you listening to me?” and what is listening? It is ears but also eyes. A good professional can see the joy in your eyes. But the one thing that let’s us know we are doing our job correctly and creating a shared mindset?
When we create the space where they ask us “What would you do if you were me?” It is then that we know what they are really saying. If we have watched and listened and heard and thought properly, what they want from us is this. We can say to them comfortably that “I can’t tell you what I would do if I was you, but I can tell you what you would do if you were me.” And with that they will listen to our story of why we live here.
And connected to that is that they want to be working with people that can do what they are thinking of doing. Our team can operate with the budgets that prevail here. While we have our preferences, we can envision the decision to purchase a $19,000,000 beachfront home or the decision to build a new home in Seaside. We can express owning $7,000,000 homes or building small cottages or homes in Old Seagrove.
And when we hear that question and they open up to them being us, 99 times out of 100 the next home we walk into that was on our list that is available as the condition warrant that is a home that may never have crossed their eyeballs on Zillow…….it is the one.
If your agent has you on a spaghetti tour, they’re not guiding you they’re wasting you. They are trying to tell you what they would do if they were you and they cannot be you. But if you feel the trust to let them tell you what you would do if you were them then the magic is about to happen. A real dialog on life goals, common connection and shared values.
A pro agent knows the goal isn’t to overwhelm you with options, it’s to focus our collective vision until the right home is undeniable.
That’s the difference between “I can’t decide” and “This is the one.”