One cannot deny that the visit to a property is decisive in closing its sale, whether it is a rental or a purchase-sale of a home. Therefore, it is essential to have a property tour plan that contemplates all factors with the potential to improve the customer’s experience.
What is the objective of this property tour plan? To ensure that the client ,after the consultation, becomes a customer. To guarantee that the prospecting takes effect and that the time spent on property visits, which can last hours and hours, is not wasted. But how can we improve the closing rate? By fine-tuning the process of selecting properties and scheduling visits.
7 factors you cannot ignore when planning property visits
1. Proving that you are professionals
Even if it seems obvious, the first thing we must do in a property visit is to be punctual and show a positive attitude towards the client. To avoid any confusion in our agenda, we recommend the use of mobile applications, which, apart from including our calendars, allow us to see those of our colleagues in the estate agency so that we do not overlap.
2. Getting to know the client
Before carrying out the visit, try to find out as much as possible about the client’s needs. In this way, and thanks to the property tour plan, a more personal touch can be given. Remember that an older family or couple will have very different needs and expectations to a single person. No one visit should be the same.
3. Making your client fall in love with the property
Try to make the first impression as attractive as possible. Make sure that the house is clean and tidy, so that the client feels comfortable and can see themself in that space.
4. The importance of the surroundings
Don’t just list the wonders and benefits the home has to offer. Be realistic, highlight the pros and know in detail the services and added value of the neighbourhood and common areas.
5. Detailed specifications
Don’t go without having prepared the visit properly. Improvisation does not usually work, but even less so when it comes to selling. Organise a visit to the property and draw up a list not only of the specifications of the property, but also of any peculiarities that may be of interest to the client.
6. The best source of information… the first visit
This is a very interesting time for the agent and, although the chances of success are variable, it is a great opportunity to get more information about the client and what exactly they are looking for. This makes it easier for you to offer other homes that meet your requirements.
7. Preparing the client with online tools
Before conducting the property visits, try to get the client to do a first screening with you in the office. The 360-degree virtual tours for real estate agents make it easier for the client to choose his favourite flats. This type of visit is a great advantage for the agency, as it allows them to optimise time and resources and avoids, in many cases, visits that amount to nothing.
Do you already have a property tour plan? Take these factors into account and improve your agency’s value proposal.