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WE FIND THE HOUSE OF YOUR DREAMS
News
How to capture the properties you are going to visit.
“
27
ENE
How to capture the properties you are going to visit.
To capture all the properties that you are going to appraiseyou have to get customers to approach you. To achieve this, you must merge the quality of your work as a real estate agent, with a marketing strategy that allows you to reach the desiredpublic, that is, those who need to sell their property.
Capturing properties is the beginning of our work and may seem the most difficult step since it involves gaining the trust of potential clients to be able to act as mediators in the sale process and above all, exclusively. In addition, we usually start from a bad base since people usually have a negative image about real estate services. So first, you'll have to reverse those ideas.
From www.housedeluxe.es we will tell you what are the basic points to get exclusive properties but above all, what are the objections most used by the owners so that you can analyze and reverse them.
Why do we recommend working this way? Because to sell a house or an apartment you first have to design a strategy and follow processes that require investment of time and money; and if several real estate agencies work the same property they can apply different action plans which will make your task difficult. In addition, it is a process that is usually long and exhausting, imagine what it is like to deal with several real estate at once!
To exclusively capture any property you must generate trust with its owners, since this implies that they are fully giving you an asset so that you can sell it at the appropriate value representing and intervening for their interests. We leave you 4 tips to achieve it:
1. Create your marketing strategy: with your well-planned objectives you can define which is the right audience and you can draw up a communication plan that allows you to reach them specifically.
Capturing everything you see is not an option, it is necessary to analyze and be clear about who you want to work with in order to know their interests and design personalized action plans so that the time you invest in appraising, finally ends in a capture. In case you are not clear about what a marketing strategy is and how to do it, we leave you this guide so you can produce it: 4 steps to define your real estate content marketing strategy.
2. Define your area of recruitment: once you determine what type of customers you are interested in or what your target audience is, you will have information about their needs or their search, so you can define your area of acquisition.
The area of recruitment is the sector in which you will focus to capture properties taking into account issues of the daily life of your potential client. If your business is aimed at families, the properties you will try to acquire will be houses in safe neighborhoods, while if the target audience is young people, you may be targeting apartments in central areas.
3. Know the area: knowing the composition and prices of your catchment area will help you determine some points that are of interest to potential buyers, demonstrating that knowledge to the owner will make you earn their trust. For example, that there are stores nearby, pharmacies, schools in case it is a family, or that there are several accesses in case the buyer works in another neighborhood, etc.
4. Make customers approach you: one of the objectives in this area is to get the owners to look for you to hire your services without having to insist or be behind them. For this you must reach a large number of people through the distribution of content on social networks or traditional media (posters on public roads, newspapers, television or radio), but also, you have to link correctly with customers.
On the one hand, we must be effective and efficient in solving everyday tasks and, on the other, humanize the process. This is fundamental to our business, as we must keep in mind that we are dealing with people who are perhaps making the transaction of their life, so paying attention to their needs and listening to their reasons for doing so is of great importance. Not only for us to be recommended, but also to learn from each experience and use that learning in the next operations.
Although we have each of these points covered, clients usually feel some distrust for our field, added to the fact that perhaps they have lived all their lives in the property they want or should sell and a very large emotional component is at stake, so it is usually so complex that they accept the mediation of a broker. While the reason for this is the lack of information, it is also due to the lack of security and consensus among our colleagues, which allow customers to intervene in the transaction even if it does not correspond. This is why we tell you below the 4 most used objections and how youcan overcome them.
Keep in mind that in order to reverse themyou have to be very sure of your value proposition, your way of working and the exchange you will ask for your services.
It is important to keep in mind and communicate correctly to the owner that, in order to sell a property, real estate invests money in promoting it correctly, neatly to account for the quality of the property, managing to reach more people. This job involves: hiring a professional to take quality photos, doing 360 or virtual tours; renovate the plan with an architect; pay super highlights on the platforms we use; Copywriting for publications and everything that is considered convenient to reach people interested in buying it.
If you invest in all of the above but the property is owned by several brokers or real estate, you run the risk that a buyer communicates with your colleagues and acquires the property in good law but causing you to lose the investment. Even, in some cases, it may happen that you take care of the sample but at the time of the transaction the interested in the property communicates with one of the rest of the agents that mediate for the property, and try to haggle prices.
Exclusivity allows our work to have value and not be a waste of time.
At the same time, even if we wanted to save ourselves the expense outlined above, we would be forced to change our ways of working. That way we would be lowering the quality standards of our service and somehow, we would not be faithful to our identity and we will throw away years of work.
Understanding the points against not having the exclusivity of a property, we must explain all of them to the owner so that he understands how the management of the item is and tell him what are the benefits of being the only interlocutors in charge of the property.
Haz emphasize that it is for a defined time and that the fact that a property is published in several portals or by several real estate at the same time, does not ensure its sale. On the contrary, it deteriorates its image since it will be perceived as an auction rather than a sale. Exclusivity provides a certain level to the property by taking care of its image.
If we already have a plan or a model to follow in the sales process, we cannot give it up exclusively for a client. Even the time limits must be set by us: the average selling time is 120 days.
We are the ones who know the statistics of our operations and the general ones of the market, so we cannot adapt to a period defined by third parties.
We recommend you communicate to the owner your sales percentages, the average time of your transactions and do it rationally, as clearly as possible so that they understand. Maybeyou can show them graphics and use concrete examples with images of the properties.
In order to disarm this, put together a well-founded appraisal folder that includes:
Youcan also use a platform dedicated to the purchase and sale of properties to compare prices and be able to set a reasonable price according to the market, the area and its real value.
Youhave to keep in mind that you are being paid to negotiate, mediate and represent their interests, so if you can not defend your own work, it will be difficult to conduct other people's business.
Finally, it is key that you understand that the way in which you try to capture a property will be a small demonstration for its owners of your ability to negotiate the sale of your house or partamento. It will be part of your value proposition. Therefore, you have to pay attention and take care of the details in the same way when linking with people, both before and after the properties are in your portfolio.
If you liked this article we invite you to share it with your colleagues and follow us on our social networks or on www.housedeluxe.es
How to capture all the properties you are going to value?
To capture all the properties that you are going to appraiseyou have to get customers to approach you. To achieve this, you must merge the quality of your work as a real estate agent, with a marketing strategy that allows you to reach the desiredpublic, that is, those who need to sell their property.
Capturing properties is the beginning of our work and may seem the most difficult step since it involves gaining the trust of potential clients to be able to act as mediators in the sale process and above all, exclusively. In addition, we usually start from a bad base since people usually have a negative image about real estate services. So first, you'll have to reverse those ideas.
From www.housedeluxe.es we will tell you what are the basic points to get exclusive properties but above all, what are the objections most used by the owners so that you can analyze and reverse them.
How to capture properties exclusively?
Capturing a property exclusively means that we will be the only ones to intermediate the supply and demand of the property for a certain time.Why do we recommend working this way? Because to sell a house or an apartment you first have to design a strategy and follow processes that require investment of time and money; and if several real estate agencies work the same property they can apply different action plans which will make your task difficult. In addition, it is a process that is usually long and exhausting, imagine what it is like to deal with several real estate at once!
To exclusively capture any property you must generate trust with its owners, since this implies that they are fully giving you an asset so that you can sell it at the appropriate value representing and intervening for their interests. We leave you 4 tips to achieve it:
1. Create your marketing strategy: with your well-planned objectives you can define which is the right audience and you can draw up a communication plan that allows you to reach them specifically.
Capturing everything you see is not an option, it is necessary to analyze and be clear about who you want to work with in order to know their interests and design personalized action plans so that the time you invest in appraising, finally ends in a capture. In case you are not clear about what a marketing strategy is and how to do it, we leave you this guide so you can produce it: 4 steps to define your real estate content marketing strategy.
2. Define your area of recruitment: once you determine what type of customers you are interested in or what your target audience is, you will have information about their needs or their search, so you can define your area of acquisition.
The area of recruitment is the sector in which you will focus to capture properties taking into account issues of the daily life of your potential client. If your business is aimed at families, the properties you will try to acquire will be houses in safe neighborhoods, while if the target audience is young people, you may be targeting apartments in central areas.
3. Know the area: knowing the composition and prices of your catchment area will help you determine some points that are of interest to potential buyers, demonstrating that knowledge to the owner will make you earn their trust. For example, that there are stores nearby, pharmacies, schools in case it is a family, or that there are several accesses in case the buyer works in another neighborhood, etc.
4. Make customers approach you: one of the objectives in this area is to get the owners to look for you to hire your services without having to insist or be behind them. For this you must reach a large number of people through the distribution of content on social networks or traditional media (posters on public roads, newspapers, television or radio), but also, you have to link correctly with customers.
On the one hand, we must be effective and efficient in solving everyday tasks and, on the other, humanize the process. This is fundamental to our business, as we must keep in mind that we are dealing with people who are perhaps making the transaction of their life, so paying attention to their needs and listening to their reasons for doing so is of great importance. Not only for us to be recommended, but also to learn from each experience and use that learning in the next operations.
Although we have each of these points covered, clients usually feel some distrust for our field, added to the fact that perhaps they have lived all their lives in the property they want or should sell and a very large emotional component is at stake, so it is usually so complex that they accept the mediation of a broker. While the reason for this is the lack of information, it is also due to the lack of security and consensus among our colleagues, which allow customers to intervene in the transaction even if it does not correspond. This is why we tell you below the 4 most used objections and how youcan overcome them.
Exceed 4 objections of the capture
There are 4 classic objections that owners usually use to deny us the capture of their properties. Due to the distrust and lack of knowledge about the field, we recommend that you take all the time in the world to explain what is needed and demolish myths and customer notions.Keep in mind that in order to reverse themyou have to be very sure of your value proposition, your way of working and the exchange you will ask for your services.
Objection 1: You are denied exclusivity
Some owners refuse exclusivity because they believe the sale will be more difficult.It is important to keep in mind and communicate correctly to the owner that, in order to sell a property, real estate invests money in promoting it correctly, neatly to account for the quality of the property, managing to reach more people. This job involves: hiring a professional to take quality photos, doing 360 or virtual tours; renovate the plan with an architect; pay super highlights on the platforms we use; Copywriting for publications and everything that is considered convenient to reach people interested in buying it.
If you invest in all of the above but the property is owned by several brokers or real estate, you run the risk that a buyer communicates with your colleagues and acquires the property in good law but causing you to lose the investment. Even, in some cases, it may happen that you take care of the sample but at the time of the transaction the interested in the property communicates with one of the rest of the agents that mediate for the property, and try to haggle prices.
Exclusivity allows our work to have value and not be a waste of time.
At the same time, even if we wanted to save ourselves the expense outlined above, we would be forced to change our ways of working. That way we would be lowering the quality standards of our service and somehow, we would not be faithful to our identity and we will throw away years of work.
Understanding the points against not having the exclusivity of a property, we must explain all of them to the owner so that he understands how the management of the item is and tell him what are the benefits of being the only interlocutors in charge of the property.
Haz emphasize that it is for a defined time and that the fact that a property is published in several portals or by several real estate at the same time, does not ensure its sale. On the contrary, it deteriorates its image since it will be perceived as an auction rather than a sale. Exclusivity provides a certain level to the property by taking care of its image.
Objection 2: They give you exclusivity but with a time limit
If they put a time limit to give you exclusivity, it implies that the client expects us to adapt to their rules, that is, that it disables us to develop our work strategy.If we already have a plan or a model to follow in the sales process, we cannot give it up exclusively for a client. Even the time limits must be set by us: the average selling time is 120 days.
We are the ones who know the statistics of our operations and the general ones of the market, so we cannot adapt to a period defined by third parties.
We recommend you communicate to the owner your sales percentages, the average time of your transactions and do it rationally, as clearly as possible so that they understand. Maybeyou can show them graphics and use concrete examples with images of the properties.
Objection 3: They are only willing to sell at the market price
The market price is usually the maximum value of a property and in many cases, it does not make sense with the current market state. Customers may be willing to the above points: give the exclusivity of the property and give us 120 days for sale, but they want to sell the property at 150 thousand euros when in reality it is worth 120 thousand.In order to disarm this, put together a well-founded appraisal folder that includes:
- Average list value of the city of Torrevieja (or the city/area where you operate)
- Neighborhood list value
- List value of the area (5 calles around the property)
Youcan also use a platform dedicated to the purchase and sale of properties to compare prices and be able to set a reasonable price according to the market, the area and its real value.
Objection 4: They don't want to pay commission
It is necessary to set a percentage for your fees that is related to your value proposition. Raising or fixing your remuneration can be difficult since it is the price of the exchange for the services offered and customers may want to negotiate it. If you value your work correctly, then you can manifest it to others!Youhave to keep in mind that you are being paid to negotiate, mediate and represent their interests, so if you can not defend your own work, it will be difficult to conduct other people's business.
Finally, it is key that you understand that the way in which you try to capture a property will be a small demonstration for its owners of your ability to negotiate the sale of your house or partamento. It will be part of your value proposition. Therefore, you have to pay attention and take care of the details in the same way when linking with people, both before and after the properties are in your portfolio.
If you liked this article we invite you to share it with your colleagues and follow us on our social networks or on www.housedeluxe.es
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