Whether it is to live and settle down in it or as an investment product, buying a home is one of the most important decisions we make in our lives. It involves a large outlay and we will normally be tied to a mortgage for many years, or decades. Therefore it is decisive that the client is convinced before even viewing the property and that your company can create interest in a home
Until the signing of the operation, the client goes through different phases. It is a decision that can take months, and it is the agent’s job to identify where each client is in the sale.
Everything begins by creating interest in buying a home to facilitate the process.
How to create interest in a home
- Situation of the property: clients must always know the state of the property that is being offered. It is recommended to have all the official information about the property to hand to prove that the property does indeed belong to the person who claims to be its owner.
- Area surrounding the property: the location of the property is key when investing, and you should know the different factors that can affect the property in a positive or negative way, that is, the existence of green areas, nearby shops, schools, services and public transport.
- Facade and common areas: the external image of the building influences the decision-making process. If you consider that there is something relevant, inform the client so that they are not caught by surprise upon seeing building work, dirt, pending repairs… and to ensure that their first impression is accurate
Additional services: make the most of the property and the added benefits it has to offer. It says a lot if there is 24-hour security, common areas, private parking, a concierge, storage rooms, sports areas, a swimming pool, gardens …
Quality report: it allows you to compare the information presented in the offer with what really exists. This document is usually more frequent in new homes and includes structure, carpentry, floors, tiling, painting, security doors and alarms, among others.
Distribution of the property: although it always depends on the taste of each client, the distribution that most attracts attention is the square one without corridors, as it allows a better use of the spaces. However, as a seller you have to know how to highlight the potential of each flat and where to take advantage of it, so that the client can envisions themselves in it and to create interest in a home. Virtual reality visits are a tool that facilitate this process.
Time of the visit: it is convenient to visit the properties during the day, since in this way the client can evaluate the amount of natural light that he can count on, as well as be able to observe more easily the state in which it is in. It is also advisable to visit it as many times as the interested party considers convenient in order to clear up any doubt. To avoid unnecessary journeys, we can use 360-degree photographs, which will help to narrow down a list of the homes that they like the most.