Issue 8 | Feature brought to you by Rawai VIP
Having started construction of the Rawai VIP villas project in March 2014, the fact that 70 percent of the development has already been sold is testament to its success. The first phases will be completed within two months and already 11 homes are accessible to their owners.
Despite the fact that many agencies and developers are currently commenting about low sales connected with the political situation in Thailand, and struggling economies in Russia and countries in European Union, Rawai VIP Villas and its CEO Andrey Koshushnyy continues to develop and sell successfully.
There are several factors that make it easy for the company to sell. These include:
• Location: The main factor in property sales success is, and always has been, a good location. The project’s villas are located 300 meters from the seafront and within walking distance of the beautiful, quiet Rawai Beach. The quiet residential village is suitable for either a long-stay or short family vacation.
• Infrastructure: While location is something that cannot be changed it must be used correctly. That’s why the company added the amenities of a family-friendly park that are available to permanent residents and vacationing guests.
• Service: The company strives to simplify the process of buying property. Buyers receive a consultation on the acquisition and registration of property in Thailand, and help to prepare all the necessary documents is given to ensure buyers fully understand their property ownership. These services are part of the service, resulting in loyal customers. After sales services include all community amenities.
• Guaranteed rental income: Although offering guaranteed rental is now fairly common, the company strives to go beyond its competitors. The programme is clear and simple to understand. Buyers investing in these properties receive a fixed income, regardless of whether their house is rented. Rawai VIP believes its customers appreciate this service, and 11 of 13 buyers in phase one opted to sign the guaranteed rental income agreement.
• Pricing: Pricing is kept simple. As the contracting company there are no external construction costs. The company controls quality and timing and responds to requests from its buyers. When it can offer extra storage or an expanded bedroom at a low price it gets a loyal buyer. A complete package of furniture and décor is included so the buyer has no additional costs.
• Work with agencies: To date the main source of sales has been through local agencies. The company makes use of many hardworking and active agents, with whom the company can share benefits and experience.
Having a strategy is the key
Some important, strategic points and knowledge that helped Rawai VIP sell its properties despite being in the midst of a so-called ‘low season’.
Target audience: Any seller must understand their target audience. In the case of Rawai VIP, buyers are divided into two main groups.
The older generation: These are typically buyers who plan to live their retirement years in Phuket. They often buy the property as an investment and receive rental income, then plan to move in when they retire.
The younger generation: These buyers are mainly young Asian families from China who wish to move to ecologically clean place on an island with a developed infrastructure and international schools. In most cases they buy two or more properties and use one as an investment to receive guaranteed rent. Closing these deals is easy; all that’s required is discussions about any changes to the floor plan and terms of payment.
In order to give the right advice to its business partners, the company constantly experiments to attract buyers. It has determined that agents should pay attention to the following sales factors:
The Internet: An actual web page and social networks are where potential buyers can learn about your company. If you are in Phuket do not rush to invest to promte your website; instead, you should engage in local marketing as this is your main advantage.
Points of sale: The most effective way to attract customers on the spot is through a selling point in a public place. This can be anything from an office in a good location to a sales booth in a shopping mall. Most sales have come from agencies that have these booths.
Word of mouth: Word of mouth is a gold mine, especially with Chinese buyers. Buyers from China like to bring their friends. If you can, offer them fees for referring their friends to buy properties from you. This is common practice in the Chinese market, and all agents from China that work with Rawai VIP rank “word of mouth” top of their marketing.
Knowledge is key
Agents need to sell knowledge. It is important that you provide buyers a professional consultation and can answer all questions. To do this properly it is necessary to have full information of the project you are selling, and that you know the location and infrastructure of the area where it is located.
In most cases the buyer is interested in knowing the distance from the sea, local restaurants, cafés, international schools and hospitals. Be sure to know about education costs and get to know school managers, insurance companies, car rental places, and the owners of restaurants. These acquaintances can become sources of customers. Everyone wants to give a good recommendation to his client, so be friendly with thosearound you.
