The moment we arrange a visit to a flat for sale is key for both the agency and the client. Depending on how we do it and how we show the flat, it could finally be the chosen one or, on the contrary, we could lose precious time.
For this reason, how we previously filter the number of visits to a flat and how we offer the information to our users is essential to optimising the work of the real estate agency and producing satisfied customers. How should we establish the visits to a flat for sale?
2. The 5 tips for arranging a visit to a productive flat for sale
2.1. Be clear about the agenda and type of ownership
The first thing is that the appointment is arranged in such a way that it is optimal and comfortable for both the agent and the potential buyers.
Currently the trend is to fill the agenda with flat viewings in the same area to show them in the shortest time to as many buyers as possible. This technique can work for highly attractive, “bargain” flats where a buyer can be found in a single afternoon of visits.
However, there is another profile of both flats and customers that “simmer”, where wanting to arrange visits of 15 – 30 minutes can be counterproductive and the potential buyer demands a second or even third visit because it is not entirely clear within that period of time whether it is the right home.
For this reason, when faced with flats that need to be seen with more dedication or clients who have reasonable doubts, it is not appropriate to introduce them to this “visiting round” as a matter of routine: stop and think how much time is needed to sell that property and offer it to the right clients.
2.2. Filter and qualify your clients
In conjunction with the above advice, working routinely leads to losing and wasting a huge amount of time on unproductive visits. Remember that we are estate agents, and that part of our job is to advise and know how to find the right property for the right client and vice versa.
Therefore, before making an appointment to visit a property, – even more so if it is one that is difficult to get out of the available portfolio -, you should take care to find out if the client fits the profile for each property.
This applies in examples such as high-end homes for clients with a medium-low salary, or couples who want to create a family and make an appointment to visit studios or lofts. It is not a question of “rejecting” them, but of advising them and offering them other alternatives that fit their demand profile.
2.3. Offer all possible information in advance
What makes a couple who want to form a family visit a house of only 30 m2? Probably the lack of information: that we have “mislead” clients with the image gallery of a property by taking out the well-lit two rooms or that we have mentioned in the description that there is another average size room included that should clearly be used as a pantry instead.
These problems of appreciation or interpretation, far from making a house attractive, produce frustration and considerable loss of time that can be avoided by broadening the perspective of how we show the property.
In this respect, 360º virtual tours are the ideal solution, as they show the property as it would be seen during the visit, that is to say, as it is and not as we describe it. Thus, those interested will be certain that it is the property they really want and that suits their needs.
2.4. Considers alternative contact routes
Routine is what is harmful to the functioning of an agency. A real estate agency is not an assembly line where every client who shows interest in a property is given an appointment to visit and then stays at the agency to close the sale or offer alternatives.
The keys to keeping customers satisfied and reducing time and unproductiveness range from screening to personal advice. For this reason, the visit should not always be the maximum goal: for clients who need to have their options clear beforehand, we should avoid travelling and have a way of clarifying their doubts, whether by email, by Whatsapp or by enriching the property files with elements such as the aforementioned virtual tour.
On the other hand, this software even offers guided tours to one or several interested parties at the same time, by means of videoconference, without the need to travel and showing the property to as many interested parties as we want in the time we believe appropriate.
2.5. Show details, not simplifications
A visit should be the icing on the cake, that once finished, they have no doubt that the property is indeed suitable. To do this, we should not focus on generalisations that can already be intuited from the file such as the property having a kitchen integrated into the living room, but on the details that serve as sales arguments and do not generate doubts, for example the perfect ventilation of this room so that odours and fumes are not mixed, the existence of powerful extraction hoods without noise, etc.
Other aspects that usually serve to definitively convince an interested party in a property and that are not always appreciated in the file (unless videos or virtual tours are used) are the lighting, the disposition and distribution of the rooms, the access to the open areas (balconies, terraces, etc.) and other details that are determining and therefore serve to resolve the sale.
In short, it is a question of breaking with the tendency to follow a commercial process in which the greater the number of visits, the greater the probability of closing a deal, and replacing it with more information, advice and service, less time invested, greater satisfaction and with it, sales.