Real Estate Showings – More than Touring a Property: Connecting to Close

In the world of real estate, there is a moment that can define the course of a potential transaction: a showing. When a client tours a property for the first time, it is not only an opportunity to present square feet and finishes, but also the ideal occasion to ignite an emotional spark that will transform that space into a future home for a potential buyer. A well-presented tour can speed up a purchase decision, while a poorly shown property can eliminate interest in seconds.

Because of that importance, the Vallarta Real Estate Guide editorial team spoke with three real estate agents from Puerto Vallarta Riviera Nayarit: Patricia Ramos, from SB Realtors; Adriana Contreras, from RE/Max Bella Vida; and Viviana Mendoza, from Timothy Real Estate Group, who shared their strategies, anecdotes and tips to achieve a well-executed showing.

PREPARING THE LISTING: MORE THAN OPENING A DOOR

Prior preparation needs to be precision and considered. Patricia Ramos explains that before any appointment she tries to understand what the client is looking for. “I always ask what their priorities are so that I can direct the tour towards those points and connect clients to the property from the beginning.” Details as simple as turning on the air conditioners or ventilating the space before arrival can make the difference between a memorable experience and a fleeting visit.

For Adriana Contreras, having technical information ready is key. “I like to learn the technical sheet by heart: dimensions, land size, and construction size… this information can contribute to the purchase decision.” In addition, it is a wise idea to visit the property a couple of days before a showing to check its condition and correct any possible issues, avoiding surprises during the visit.

Viviana Mendoza focuses on setting the atmosphere, understanding the importance of impeccable spaces, pleasant aromas and a tour that invites potential buyers to imagine living their daily life in the home. “I want them to visualize themselves living there and feeling like they have ‘come home’ from the very first moment,” she says.

Patricia Ramos, real estate agent of SB Realtors.

CONNECTING FROM THE FIRST IMPRESSION

A well-executed showing is not only about showing spaces, but about telling a story that the client wants to star in. Patricia usually adapts her speech to the client’s lifestyle. For example, for a family with adolescent children, she emphasizes access to outdoor activities or proximity to services, getting them to visualize their future daily routine.

Viviana uses concrete examples. “If it is a family, I talk to them about how they could use the patio for recreation or how the living room could be the center of their family moments together.” Adriana uses sensory stimuli: fresh fruit, water and brochures of the property placed in a strategic area, creating a pleasant memory.

Viviana Mendoza, real estate agent of Timothy Real Estate Group.

HIGHLIGHT THE UNIQUE

Each property has a trait that can influence a buyer; the challenge is to find it and highlight it. Adriana remembers a case where mismatched and misplaced furniture was distracting potential buyers. Her strategy was to ask them to imagine the spaces with their own décor. “I invited them to walk around, open doors and visualize how it would look with their style. It worked and we closed the sale.”

Patricia has also experienced quick real estate closings thanks to a precise approach. She recalls how an older couple, with very specific requirements, fell in love with a condo that slightly exceeded their budget. The bond they generated during the tour and way the property lined up with their needs and wants led them to make the decision to purchase that very same day.

OVERCOMING OBJECTIONS WITHOUT BREAKING THE MAGIC

Unforeseen events can appear at any time, and the way you respond can strengthen or weaken client confidence. Adriana is committed to transparency. “If they detect a detail, I acknowledge it and assure them that it will be delivered in perfect condition. Honesty generates trust.”

Patricia prefers subtlety, focusing the conversation on possible solutions or improvements. For Viviana, doubts are welcome. “If they ask, it is because they are interested. I keep the tone pleasant, and I always try to respond without losing the rhythm of the tour.”

Adriana Contreras, real estate agent of RE/Max Bella Vida.

AFTER THE SHOWING

The showing does not end when the client says goodbye. Immediate follow-up is key to keeping the emotion connection alive. Patricia avoids showing more than four properties in a day so that the client is not overwhelmed and can reflect on each one. Adriana pays attention to cues along the way (such as time spent in a specific area) to focus her subsequent communications. Viviana makes sure that any outstanding questions are dealt with quickly, reinforcing the feeling of support.

MORE THAN SALES—RELATIONSHIPS

From all three realtors’ perspectives, a showing is much more than a sales tool—it is an act of hospitality, empathy and strategic vision. It involves preparing a setting that not only shows the tangible, but awakens the desire to live in a home and, above all, listening to the client to customize each tour to their expectations and dreams.