Nurture your lead to help smooth their property search and to secure you a deal.
As a real estate agent you will need to look after every lead. Whether they want to rent a condominium or buy a property in Indonesia, each will have different needs and you will need to adapt to each situation. Use our guide to work each of your leads to work out how serious they are about their search, and to help find them their perfect property.
1. Always be attentive.
You want your lead to trust you. That way they will be guided by your advice throughout the process. You don’t need to become best buddies, but you do need to get along in order to understand their exact needs and to help persuade them – should you need to. Take time to get to know your lead to work out how serious they are. A good salesperson is someone who gets on with everyone and can influence people in order to secure a sale.
2. Rank priorities.
Get your lead to have a think about all the things they would love to have in their next property. Plenty of storage, tiled floors, an obstructed view or a separate shower. Then request what their top three are and this should you a clear indicator of the direction you should be heading in. Use this list when you are out viewing to remind your lead why you are showing this exact property.
3. Use viewings to learn more about your lead.
Your client may think that the point of viewings is to just look at properties. However, this is not the case for you. This is your chance to find out what they do and don’t like about somewhere, which could help short or lengthen your list of possibilities. If you walk into a property and they are immediately put off as the only bathroom is an en suite, then you need to make sure you do not show them any other properties like this. And explain to them why you have taken a property off the list. They will be grateful that you are listening to them and not wasting their time.
5. Reassure and guide.
Viewings create an opportunity to provide guidance to ensure that your lead picks the ideal property for their needs. If they are investing in a buy-to-let property, then you can advise of what sort of property lets well in order to generate a good rental yield. If this is their first purchase, then they are likely to need more reassurance on what the process is. Remember buying a property can be a stressful experience, so you need to make it as effortless as possible.
6. Encourage them to make an offer.
The sole purpose of your job is to generate offers and close deals. If you have a lead that is being cautious, then you need to slowly go through the process with them. Don’t just blurt out that they should make an offer in a forceful tone. Rather gauge which is their favourite property, and speak to the owner to find out what their situation is. Then revert back to your buyer with some ‘inside info’. This may help them put forward a formal offer. Also be wary of enquiries who may multiple offers. You need to work out exactly how serious they are so that they are not wasting anyone’s time.
7. Get negotiating.
A real estate agent sits in the middle of the lead and the seller, or landlord. You need to make sure that both parties come to an agreement that they are both happy with. Both sides need to see that you are working hard for them. As the person in the middle you need to achieve this by taking time to talk them through the offer to help them reach a decision.
