Real estate: 4 tips to close more deals
Attracting homeowners is certainly an investment for real estate. In addition to the time allocated for prospecting, negotiations require effort and do not always end in a closed contract. There are several reasons that lead to withdrawal, such as:
- The owner believes that the service fees are too high;
- Better conditions offered by the competition;
- The owner believes he can do the service on his own.
Attracting stakeholders is very important, but turning this effort into effective contracts is what really impacts revenue. We consulted our specialists and brought four tips for your real estate agent to close more deals.
Real Estate Management: 4 tips to close more deals
1. Reinforce the benefits of the service
Many of the owners who decide to manage their properties on their own do so because they believe that renting or selling is simpler than it really is. Real estate agents, on the other hand, have a thorough knowledge of the processes involved in stages such as financial control, inspection and contract drafting.
Therefore, it is important that the commercial team knows how to make clear all the advantages of hiring a professional service. An interesting approach is to show that managing real estate on your own also has costs - advertisements, visits, calls - in addition to the time and dedication needed to keep negotiations from getting out of hand. Thus, the interested party comes to better understand the cost-benefit ratio of hiring a real estate company.
2. Invest in customization
Real estate is obviously a very valuable asset. For this reason, trust is a fundamental issue for the owners to hand over the management of their possessions to a specialized company. In addition to tradition and proven experience, a good tip is to invest in personalized details to create a close relationship with the potential customer.
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The options are many: gifts, personalized messages, invitation to meet the team. The important thing is to show that your company will take care of the property with attention and respect, in addition to making a remarkable impression that will certainly count points compared to the competition's service.
3. Learn from mistakes
When an owner gives up on closing a deal with your company, find out why. This is an interesting strategy to better target the tactics of commercial approach, reinforcing precisely the points that have left gaps. In this sense, it is important to always invest in training so that the team is aligned.
4. Commercial is dedication
The ideal scenario for an impeccable business strategy is to have a team entirely dedicated to this purpose. The reality, however, is not always perfect. Many real estate agents are unable to afford exclusive professionals. The solution, therefore, is to seek to optimize time-consuming tasks such as financial control.
Receiving rents, making transfers, making collections, following up on charges: these are central procedures for real estate agents and must be carried out with great care. However, there are certain mechanical and repetitive steps such as the issuing of bank slips or bank reconciliation that end up taking a long time. Seeking automated solutions can be an investment with a good return.