Having a property in your portfolio requires that you are 100% prepared when showing it to the client. By this, we do not only mean that it should look glossy for potential clients (taking care of aspects such as lighting, decoration, etc.), but also that it should be ready so that when a client shows interest in the property, he can secure it in the shortest time and with the least effort possible. Having said that, what should we ask ourselves before viewing a flat for sale?
Questions we should ask ourselves before viewing a flat for sale
1. Does the client have as much information about the property as possible?
2. Do we have all the information possible about the property?
3. Do we know the client?
4. Do we have enough tools to sell the property?
1. Does the client have all the information possible about the property?
A visit to a property is not an excursion: we must make sure that everyone who shows interest in viewing a flat is really in a position to stay with it. Thus, if it is on the third floor of a building without a lift, no matter how good it looks or how comfortable it is, it is not going to interest an older couple with mobility difficulties.
We must forget about the old-fashioned practices of hiding defects until the client arrives, because they reflect badly on the agency. Who are we trying to kid now that we have any information available at the click of a mobile phone? Anyone who fails to offer it, simply loses clients
It is justifiable to show an “enhanced” version of the property on the web ” but let’s not ignore details that will be present in the visit, which must be as productive as possible and not generate even more doubts. Completing the information available with technical data sheets that indicate the size of each room, facilities, services or the block of homes in which it is located can be a valuable source of information for the potential buyer. In addition, virtual tours can help the client to preview each room and thus ensure that they are in front of the property they really want.
2. Do we have as much information about the property as possible?
Obviously, this point also includes us as agents. It may seem logical and indispensable in our work, but to be honest, the workload, the number of trips from one property to another, the continuous movement in the portfolio of available properties, the tight deadlines… All this may mean that, at a certain moment, we “forget” which property we are presenting and its peculiarities, something that undoubtedly leaves the client unimpressed.
With this in mind, we can say that it is not only a matter of learning the technical data sheet by heart, but also its peculiarities: what makes the property special, what characteristics it has that cannot be found in another property, etc.
When we start viewing a property, it should not be the second time that we, as agents, see it. Nor can we invest more time than necessary visiting the property, so using the same resources that clients use to get to know a home can be a good exercise. Take advantage of the virtual tours and the fact sheets to recreate yourself in every corner and get to know the property in depth.
3. Do we know the client?
Viewing a flat for sale is not like a tourist’s guide where the whole tour is scripted. As we show the property to one client or another, the possibilities of each flat vary, some aspects being more interesting for some and others less so.
If, according to the visitor’s profile, we highlight certain aspects over others, the probabilities of the user being satisfied and finally acquiring the property grow. For example, if we show the flat to a recently married couple, we can highlight the possibility of one of the rooms becoming a bedroom, as well as the family character of the neighbourhood. If, on the other hand, we show it to a single person, the most remarkable thing would be the versatility of the rooms for the use we want to give them, being able to take advantage of them as they wish and in a young and dynamic atmosphere.
Do not rely simply on what the possible interested party may have seen on the web. Let’s be one of the filters ourselves, knowing beforehand what peculiarities may be of interest and that, in case we see that the client does not fit with the property he wants to visit, we alert him or offer him alternatives (but never reject them).
4. Do we have enough tools to sell it?
Not all flats are the same, so why use the same strategies and the same tools for all of them? There are homes that are a “sweetheart” for the market, that barely last as long as it takes to upload your property file on the Internet. On the other hand, there are other properties that, either for a price that does not correspond or some “uncomfortable” peculiarities that simply dissuade the buyer, can remain parked in the property portfolio for much longer than the usual average.
It is to these properties that we must pay more attention and therefore greater resources. There is no point in organising a whole afternoon of visits to a flat that we know will be sold on the first occasion. Similarly, it makes no sense for us to waste that same amount of time viewing a flat that causes rejection to every single client who visits it as soon as they walk in the door… Are we offering it to the right target, do we know what type of owner might be interested in it?
Once again we have to resort to pre-filters. If any interested party has the means to know perfectly what type of property and what peculiarities they are going to find during the visit, we reduce the probability of rejection notably, thus improving the quality of service and customer satisfaction during their experience with us.