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WE FIND THE HOUSE OF YOUR DREAMS
News
How to identify potential customers
“
04
ENE
How to identify potential customers
How to identify potential customers?
Before starting to work on a property, we recommend researching the potential selling client both to determine the viability of the sale and see if you want to work with that person, and to define your strategy and achieve a successful operation if you decide to proceed. To do this, create a questionnaire with questions that help you know the profile of the client, the reason why he wants to sell the property and his ability to make the transaction. Then analyze the data and classify it under the NURC method. This also works to evaluate potential buyer customers.
Customers are the fundamental basis for any business to function. For this reason it is important to achieve enough confidence to know your interests and find the perfect business for each of the parties, but also so that we as real estate brokers can ensure a possible sale.
Knowing customers is the first step of our work and, to help you, we created this article where we will see everything you need to know about each person to evaluate if they are indeed a potential client, and if not, how to detect it.
In this article:
To find out you will have to use the first meeting or contact with the potential client and ask a series of questions that will allow you to know those variables that make the person a potential client. This means that you can reach the sales goal or make the process a good experience from which you can draw information and knowledge that will be useful to develop your business with future customers.
In addition to this exploratory interview that serves as a customer prequalification, you can investigate their identity only using google. By entering their name in the search engine, you can see if there is news in the media that name the person with any financial inconvenience or know their profile through social networks. By typing their ID number, you can find their proof of registration by obtaining an estimate of the person's income. This will allow us to verify that the data provided has been real and avoid fraud.
After collecting all the information, it is necessary to analyze that data and create the profile. In housedeluxe we use a classification that we call NURC: Need, Urgency, Realism and Capacity. It allows us to understand people's interests and motivations. Later we will detail how to apply this classification method.
The investigation does not consist of judging, but in finding information and analyzing it in order to create a profile of the person, know their tastes, interests and economic possibilities before starting a transaction.
At the same time, if we know the behavior of our customers we can improve the experience, and even through data we can find working methods that improve our way of business.
Although it is important to find clients who really want to sell or buy, for us the main thing in this business is to achieve the necessary trust to know and empathize with people achieving a change in the way of working in real estate businesses.
8 Questions to interview potential customers
1. Did you sell any property before? How did it go? What would you change in the process? By knowing their level of knowledge on the subject, we can take it as an example of what to do or not, in this new opportunity. If the person lived several sales you will know that he has experience and that he knows how the market works. While if you never did, you will have to explain each of the steps. And, surely we are going to work with the plus of the emotional charge that first-time sellers usually have.
2. Do you need to sell to buy? It may happen that the client needs to sell to buy something new, it is a chained operation. This means that you will sell if the accounts close, as you need the money for another transaction. This may be the first question as it allows us to know the needs of the client.
3. Do I have to solve something before selling? This is an open question to receive important information such as: if there are mortgages, if the person is inhibited, if the property is foreclosed, etc. What this information allows us is to anticipate the moment when the domain and inhibition reports arrive and that we can thus warn the potential buyer of the state of the property. It is a mandatory question since it will be a great filter in case the seller lies to us or the property has any paper problems.
4. Why do you need to move? It may be that the person decides not to tell you the reason for the move. This is a negative signal as we work together and trust is necessary.
5. When do you need to move? This question will allow you to know what is the time available to carry out the transaction and organize the sales strategy based on this information.
6. How long has the property been for sale? It is important to know how long the property has been for sale. In some cases customers forget to mention it and we discover that it has been in the market for several years without moving. With this information we will know if it is published in real estate, or if another broker works it, which will allow us to access data on the sales strategies used that did not work and from there think how to start our work improving the process.
7. Is there anything else I should know before the appraisal? Asking broad questions allows us to open the dialogue about information that we must necessarily know. Inquiring and maintaining active listening is paramount.
8. What do we include in the suggested retail price? This gives rise to knowing which elements of the property will be part of the sale price of it.
While the answers may seem sufficient, we recommend not forgetting to investigate the person or take everything for granted. With the information obtained through the interview with your potential client along with the data collected in Google and social networks, you will be able to build criteria that allow you to classify your customers and choose to work, or not, with them and if you decide to do so, design the best strategy to provide a good experience.
How to say no?
If we do this evaluation of clients it is to filter them and stay with those who can really achieve a negotiation. But what happens when we need to say no? We can do it in a positive way without losing professionalism. Here are two tips you can keep in mind!
1. Listen to the organization: Youcan explain that you are not allowed by the company to start the sales process with customers who do not have the conditions of purchase or sale at this time.
2. Be realistic and honest: Explain the possible business and give them an understanding whyyou can't carry out the sales process. Offer a folder with what they need so that the sale can be completed by adding valuable information to the customer. Another important point here is that we sometimes say "yes" for compromise. Our work precisely has to do with generating trust with the client and advising him in the best possible way, therefore, if we know that we will not be able to sell his property, we must be honest and manifest it. It is always convenient to explain the reasons in a respectful way and generating empathy. In both situations the conversation can end badly, since no matter how hard we try in some cases
people can get angry, especially because the decision is part of our own analysis. But at the same time, if we own and responsible for our business it is necessary that we learn to say no to avoid wasting time and money.
This moment will also be a form of filter because if we do it in the right waypeople will come back to look for us to make the transaction with us when they are able to do it.
Before starting to work on a property, we recommend researching the potential selling client both to determine the viability of the sale and see if you want to work with that person, and to define your strategy and achieve a successful operation if you decide to proceed. To do this, create a questionnaire with questions that help you know the profile of the client, the reason why he wants to sell the property and his ability to make the transaction. Then analyze the data and classify it under the NURC method. This also works to evaluate potential buyer customers.
Customers are the fundamental basis for any business to function. For this reason it is important to achieve enough confidence to know your interests and find the perfect business for each of the parties, but also so that we as real estate brokers can ensure a possible sale.
Knowing customers is the first step of our work and, to help you, we created this article where we will see everything you need to know about each person to evaluate if they are indeed a potential client, and if not, how to detect it.
In this article:
How to research a customer's profile?
The key to real estate business is contacts, but it doesn't make sense to invest time and money in people who really don't want, or can't sell or buy a property. Knowing your potential customers will help classify their profile knowing if it is feasible to develop a profitable and viable business with them.To find out you will have to use the first meeting or contact with the potential client and ask a series of questions that will allow you to know those variables that make the person a potential client. This means that you can reach the sales goal or make the process a good experience from which you can draw information and knowledge that will be useful to develop your business with future customers.
In addition to this exploratory interview that serves as a customer prequalification, you can investigate their identity only using google. By entering their name in the search engine, you can see if there is news in the media that name the person with any financial inconvenience or know their profile through social networks. By typing their ID number, you can find their proof of registration by obtaining an estimate of the person's income. This will allow us to verify that the data provided has been real and avoid fraud.
After collecting all the information, it is necessary to analyze that data and create the profile. In housedeluxe we use a classification that we call NURC: Need, Urgency, Realism and Capacity. It allows us to understand people's interests and motivations. Later we will detail how to apply this classification method.
The investigation does not consist of judging, but in finding information and analyzing it in order to create a profile of the person, know their tastes, interests and economic possibilities before starting a transaction.
At the same time, if we know the behavior of our customers we can improve the experience, and even through data we can find working methods that improve our way of business.
Although it is important to find clients who really want to sell or buy, for us the main thing in this business is to achieve the necessary trust to know and empathize with people achieving a change in the way of working in real estate businesses.
8 Questions to interview potential customers
1. Did you sell any property before? How did it go? What would you change in the process? By knowing their level of knowledge on the subject, we can take it as an example of what to do or not, in this new opportunity. If the person lived several sales you will know that he has experience and that he knows how the market works. While if you never did, you will have to explain each of the steps. And, surely we are going to work with the plus of the emotional charge that first-time sellers usually have.
2. Do you need to sell to buy? It may happen that the client needs to sell to buy something new, it is a chained operation. This means that you will sell if the accounts close, as you need the money for another transaction. This may be the first question as it allows us to know the needs of the client.
3. Do I have to solve something before selling? This is an open question to receive important information such as: if there are mortgages, if the person is inhibited, if the property is foreclosed, etc. What this information allows us is to anticipate the moment when the domain and inhibition reports arrive and that we can thus warn the potential buyer of the state of the property. It is a mandatory question since it will be a great filter in case the seller lies to us or the property has any paper problems.
4. Why do you need to move? It may be that the person decides not to tell you the reason for the move. This is a negative signal as we work together and trust is necessary.
5. When do you need to move? This question will allow you to know what is the time available to carry out the transaction and organize the sales strategy based on this information.
6. How long has the property been for sale? It is important to know how long the property has been for sale. In some cases customers forget to mention it and we discover that it has been in the market for several years without moving. With this information we will know if it is published in real estate, or if another broker works it, which will allow us to access data on the sales strategies used that did not work and from there think how to start our work improving the process.
7. Is there anything else I should know before the appraisal? Asking broad questions allows us to open the dialogue about information that we must necessarily know. Inquiring and maintaining active listening is paramount.
8. What do we include in the suggested retail price? This gives rise to knowing which elements of the property will be part of the sale price of it.
While the answers may seem sufficient, we recommend not forgetting to investigate the person or take everything for granted. With the information obtained through the interview with your potential client along with the data collected in Google and social networks, you will be able to build criteria that allow you to classify your customers and choose to work, or not, with them and if you decide to do so, design the best strategy to provide a good experience.
NURC: Customer Classification
The NURC is a method invented to evaluate the client through variables of: Need, Urgency, Realism and Capacity. To be effective, it is necessary to collect information that allows us to analyze the variables that compose it.- Need: They have an obligation to sell or buy for some reason. The transaction of the property is for a reason of force majeure, either because they want to buy another property, because the property is very large or because they need more space. This variable is the need of customers to sell or buy and their respective reasons.
- Urgency: In some cases customers may have the need to sell but not the urgency. The latter will define a mandatory period of time to carry out the transaction. It may be because the family has grown larger and requires more space within a certain month, or because there was a separation in between, or for other reasons.
- Reality: It has to do with the viability of the transaction, that is, that the purchase or sale that the client expects makes sense with the current reality. In some cases it may happen that the client expects a certain price that does not exist in the market, so we must work with them so that they understand the operation of the same and find a solution if possible.
- Capacity: Capacity is the sets of conditions that must be taken into account to know if the sale or purchase is feasible. It has to do with numbers and, in some cases, with the emotional. There are cases where people find it difficult to separate themselves from their properties or who started the process without thinking too much and then regret it.
How to say no?
If we do this evaluation of clients it is to filter them and stay with those who can really achieve a negotiation. But what happens when we need to say no? We can do it in a positive way without losing professionalism. Here are two tips you can keep in mind!
1. Listen to the organization: Youcan explain that you are not allowed by the company to start the sales process with customers who do not have the conditions of purchase or sale at this time.
2. Be realistic and honest: Explain the possible business and give them an understanding whyyou can't carry out the sales process. Offer a folder with what they need so that the sale can be completed by adding valuable information to the customer. Another important point here is that we sometimes say "yes" for compromise. Our work precisely has to do with generating trust with the client and advising him in the best possible way, therefore, if we know that we will not be able to sell his property, we must be honest and manifest it. It is always convenient to explain the reasons in a respectful way and generating empathy. In both situations the conversation can end badly, since no matter how hard we try in some cases
people can get angry, especially because the decision is part of our own analysis. But at the same time, if we own and responsible for our business it is necessary that we learn to say no to avoid wasting time and money.
This moment will also be a form of filter because if we do it in the right waypeople will come back to look for us to make the transaction with us when they are able to do it.
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