How to Track Buyers

One of the most common mistakes made by people who are selling their own home is overlooking the importance of a “sign-in sheet”.

Having a sign-in book at the front door is the best way to track everyone who comes to look at your home, including realtors. Having people sign-in as soon as they enter helps you secure their name, address and phone number. Waiting until after they have taken a look around usually means less people will sign the book.

The number one reason for using a sign-in system is so you can follow up with buyers who have been in your home. Homebuyers rarely write an offer on the first visit to a home. Having their phone number gives you the opportunity to contact them again to see if they have any questions or request feedback on the showing if you did not do it in person. One extra call could re-spark interest in your home or give the buyer the extra nudge they needed to make an offer.

A second reason you may want people to sign-in could be a security issue. People who have left their name and phone number are less likely to steal or cause bodily harm to a homeowner. This may increase the measure of personal security you have already implemented when showing your home.

Another way having a sign-in sheet is beneficial is that it is easy to track how many showings you are getting, either by open house or booked appointments.  This will also let you know if rice may be a factor. If you are getting a low rate of showings, maybe you should go out there and visit the competition yourself. See where you really stand in the market.

Note: Realtors track buyers and so should you. Contact people who have signed in and ask questions such as:

•    “Have you purchased a home yet?”

•    “Is this home still a possibility?”

•    “Would you recommend this home to someone else?”

•    “Do you have any suggestions of how we could improve the presentation of this home?”

•    “Is the price still OK?”

•    Etc.