Make sure that viewing is converted into a deal!
You have invested money in marketing your properties. Professional photos have been taken to show the property at its best. You are signed up to Dot Property in order to give your portfolio the exact coverage it needs. A lead lands in your inbox or is on the other end of the phone and they want to view properties immediately. It is important to be prepared for the viewing to show your expertise and knowledge as an agent, so follow our seven top tips to make sure your lead snaps up one of your properties.
1. Listen.
First and foremost listen to your lead. Ascertain what their top three musts are on their wishlist and use this as a basis to find them a suitable property. If they cannot live without a decent sized swimming pool as they take to the water every morning to swim lengths, don’t present them a property with a pool the size of a Jacuzzi. When searching for a property compromises often have to be made, but rarely for those must have items. Maybe they will consider a property with a poor outlook if they get the all important swimming pool. Listen and ask questions. Remember wasting your leads time on viewings may make question your ability encouraging them to enlist the help of another real estate agent.
2. Compile a shortlist
Call your clients to check that their property is still available and that they actively want to sell or rent it. If you think your enquiry will love a certain building but you do not have any properties in that building, contact the juristic office to see if they know of any units that are available that you may not be aware of or use Dot Property’s co-broking tool to open up your net of suitable properties.
3. Create a warm welcome.
If the property has been left empty for some time it is likely to be dark, hot and possibly smelling rather musty! Check if the owner can get it cleaned prior to the viewing or make sure that you have taken the time to arrive before the viewer to open the curtains, turn on the air conditioning and even give it a spritz with an air freshener. Make sure you have familiarised yourself with the building so you know where everything is such as the gym. Remember first impressions are EVERYTHING, plus it will make you and your agency seem professional.
4. Access.
There is nothing worse than arriving at a property to show it and not being able to open the door. Not only is it embarrassing but it does not look like you have done your preparation. So as not to disappoint, make sure not only that the keys are ready for your collection but that they work and that you have access to show other areas of the building such as the facilities.
5. Marketing details
Prepare marketing details for your lead in advance of the viewing. Viewing numerous properties at one time can be overwhelming and it is easy to forget what you saw at the very beginning of your tour when you have seen eight different properties. Where possible include images, maps, and all the rates of the building so your lead has everything to hand and to save them asking you.
6. Question.
During the viewing ask for feedback – what they love, what they despise. This will help you get an idea of the type of property they are looking for, and it could even eliminate any prospective properties that you were due to see. Your enquiry will be grateful for not wasting their time, so explain why you have removed that property from the tour, but equally feedback may give you ideas of other suitable properties to show them.
7. Follow up
The viewings are done and dusted but your work as a good agent does not stop there. Follow up the next day – at the latest. Keep that lead close to you and guide them through the process for their search for their dream property in order for you to close that deal.
