How to Use Virtual Showings to Close More Deals in 2025

Virtual showings. Let’s talk about them:

First, what is a virtual showing? When the National Association of REALTORS surveys buyers, they ask: “How many homes did you look at before purchasing? How many weeks did it take?”

For years, the average has been about 8 to 10 properties over 8 to 10 weeks.

What’s interesting is that of those 8 to 10 properties, about half are now virtual showings. Buyers perceive they’ve “seen” the home just by taking a virtual tour online. That’s a big generational shift. Roughly half of showings today are in-person, and half are virtual.

We need to explain this to sellers—and we need to offer it as a service to buyers.

Here’s what I recommend. When you meet with buyers, include this in your presentation:

“I offer virtual showings. That can mean one of two things. First, many listings already have a virtual tour option—like Matterport—where you can walk through the house online. Second, if you’re really interested in a home but can’t make the schedule work, I’ll go to the property (with the seller’s permission) and do a live virtual walkthrough for you, so you don’t miss the opportunity.”

That’s two valuable services you can offer buyers that many agents don’t.

On the seller side, you also need to have this conversation. Otherwise, sellers may think your marketing isn’t working when it actually is.

Tell them, “There are two kinds of showings today—virtual and live. Our marketing promotes both. About half of buyers view homes virtually, so we’ll create a high-quality virtual tour for your property. Then of course, we’ll also work to generate live showings. And when I report back each week, I’ll share both numbers—for example, 10 virtual showings and 3 live showings.”

This helps sellers see the full picture. If you only count live showings, they may assume nothing is happening. But when you report both, they’ll recognize that your marketing is driving activity and exposure.

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