Make sure you are prepared for every viewing with these top tips.
A viewing does not automatically mean a deal even if your lead is desperate to be in a particular building and you have a property in that building. A viewing is to show the property but also continue to build the rapport with your enquiry to learn what it is that they are looking for in their property. Follow these quick steps to make the most of each viewing to make sure you do convert it into a deal.
1. Take time to listen and ask questions.
They only way you will be able to understand exactly what your enquiry is looking for it by asking questions and listening to them carefully. It is your job to decipher what their top priorities are when looking for a new home even if they are not clear as to what they are, remember they may not be sure either. Being attentive to their needs will also show that you are devoted to helping them and will create a trust between you both.
2. Visit properties ahead of the viewing.
This gives you the chance to check how to get access to the property, and that the keys work. It will also allow you time to familiarise yourself with the property so that you can guide your enquiry through on the viewing. If the property is empty, then you will be able to work out what you can do before the viewing to make it feel more welcoming. This could be as simple as opening the curtains or turning the air conditioning on. Some people are not able to envisage how a property could look should it be redecorated or refurbished, so it is your job to help them imagine this which can only be achieved if you know the property inside out plus their exact requirements.
3. Prepare marketing details.
Marketing details are a vital source of information for your enquiry. They provide all the necessary information on the building such as water and electricity rates and maintenance fees. By giving these to your enquiry they will be able to track each property which can be confusing when you visit so many in one time. Where possible include images and maps too.
4. Be attentive.
Throughout your viewing be sure to ask questions to get feedback on each property. This will help you create a clearer picture of the type of property they are looking for and will help to eliminate or add properties to your list. Remember it is important to follow up with your enquiry after the viewing and continue to try and find a suitable property should you have not been able to find one the first time round.
