Showing to Unapproved Buyers
Showing homes to unapproved buyers—people without lender pre-approval or proof of funds—is one of the biggest traps agents fall into. It wastes time, causes stress, and can even hurt your reputation. As Daniel DeCapua (The Funny Agent) would say, it’s like letting someone test drive your car when they don’t know how to drive. Here’s how to stop it.
Why It’s a Problem
Wasted Time – Touring homes with buyers who can’t purchase is a drain.
Liability Risks – More showings = more chances for accidents or damage.
Seller Frustration – Clients expect serious buyers only.
Loss of Authority – You look less professional and lose control.
Unnecessary Distractions – “Looky-loos” steal focus from real buyers.
What Makes a Buyer “Approved”
An approved buyer should have:
✔ Pre-approval letter or proof of funds
✔ A committed buyer’s agent
✔ Earnest money readiness
✔ Clear financial standing
✔ Reasonable timeline to buy
How to Handle Unapproved Buyers
Set expectations early – Require pre-approval before booking showings.
Use pre-screening forms – Gather buyer details in advance.
Confirm with buyer agents – Make sure clients are vetted.
Politely decline if unqualified – Firm but kind: “Let’s tour once you’re approved.”
Tier showing access – Serious buyers get full access, others wait.
Educate sellers – Screening protects their time and property.
Exceptions (With Caution)
Relocation buyers may preview without full financing in place.
Cash buyers can provide temporary proof like a bank statement.
Trusted referrals can be exceptions, but get everything in writing.
Why This Policy Works
Saying “no” to unapproved buyers:
Protects your schedule
Reduces no-shows and time-wasters
Builds trust with sellers
Shows professionalism and authority
Dan DeCapua
Dan DeCapua is an accomplished Realtor and stand up comedian. A Real Trends Top 1,000 agent in the U.S., member of the RE/MAX Hall of Fame and has the most positive reviews of any Ann Arbor based agent on Zillow. He keeps his trophies and various other accolades in a climate controlled, subterranean vault available for viewings the third Tuesday of every month. For your Metro Detroit/Greater Ann Arbor real estate needs call (734) 730-7061 or email [email protected]
