10 Keys To A Successful Real Estate Sale

Today, the real estate market is synonymous with new challenges. This real estate market has its own rules, in which the real estate professional cannot be improvised, but an agent of change in constant updating.

There is no doubt that the trained and prepared people who are attentive to close lasting relationships with the client are the ones who best perform their role in front of a property sale.

Check out these ten tips to avoid losing one more sale:

Use a CRM

Today the automation of daily tasks, from the smallest to the most relevant, is a mandatory step in any field of work. A complete and efficient CRM Software will give you the means to accelerate and improve your performance and that of your entire team.

Learn to say NO

The agent must be the one that gives direction to management. Being strict is a sign of seriousness and gives client security. Of course, you should not fall into inflexibility. This rule must be compensated with a strong dose of empathy, attention, and sensitivity to the needs of the client.

Know about direct digital marketing

There are numerous massive promotional platforms that are completely accessible and free, such as social media, for example. They must communicate “live” ads, with videos, interviews, or advice. Ideally, avoid hard and static images.

Your profile

It seeks to develop the following qualities as a professional:

  • Learn from mistakes.
  • Perseverance.
  • Optimism.
  • Know how to listen.
  • Be intuitive and have the ability to improvise.
  • Resistance to difficulty.

Trust vs. exclusiveness

The exclusivity term is key because it gives the client certainty that his place is cared for and valued. But without a doubt that the word trust will make that client stay in the real estate or be supported by a freelance agent.

Technological professionalism

Professionalism is a big word, but very few apply it. It is an attitude rather than a level of training. It involves being impeccable and responsible, speaking what is fair, knowing the economy and strategy, and never leaving the phone off the hook (or silenced). The successful agent, in addition to offering vocational skills, must be aware of technological advances.

Sell the area and not the brick

Where an agent values, categorizes, and offers a home will mark the degree of success or failure of an operation. There are agents who do not prioritize the area and insist on selling the property. Well, what will mark the sale will be the area because it is this that will place the property on the market and project its value over time.

Selection of products

A skilled agency or real estate agent will not accumulate a myriad of non-saleable products but will seek to accumulate an inventory of real estate that represents you. In case you select devalued properties as a sales opportunity, it must be proportional, not flood your portfolio with them.

Ability to project over time

It is good practice for an agency to project and plan over time, both in the short and long term. Define sales expectations for the end of the year, and in the next three. Project the growth of branches, modernization of tools, all aspects neatly ordered over time. And be consistent with that.

The important thing is the person and not the property.

Finally, we highlight a specific focus on the sales process: focus on the customer, whatever they need. Know their expectations and find a middle ground between them and the needs of your agency.

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8 TIPS TO MAKE A SUCCESSFUL REAL ESTATE INVESTMENT

To achieve a successful real estate investment, it is very important to take into account that today, there are relevant tax incentives that are offered to investors who buy real estate. Foreign investment is always welcome and can be freely transferred, which is always positive since there are no major problems for foreigners.

Caution and reflection are the qualities of every great investor.

Find out about the characteristics, conditions, and opportunities of your real estate investment. It never hurts to consult with experts, read recent news, and study the profile of the project’s creators.

Invest in planes

Take into account that the prices in the real estate sector fluctuate less, they do it at a slower speed, and the falls are less drastic than other types of investments. Although it is true that buying on plans is a little riskier due to the maturation times of the projects, they are always more profitable than making the purchase of an already built property.

Discover your investor profile.

They say there are three types of investors: the cautious, the risky, and the saver. The cautious take moderate risks; the risky take great risks, and the savers prefer the security that the utility.

Rate the time factor.

Remember that real estate investment takes time. It is a long-term investment that generally does not begin to pay off before the age of five.

Study the location. Find out about the medium and long-term plans of the area where the property you plan to buy is located. In this way, you can evaluate the development and value of the sector in the future.

Determine the use of your investment.

In real estate, you usually win on two sides. On the one hand, there is the valuation of the property and on the other, the annual net income. In the case of buying a home, reflect calmly on the use of it, will it be to live there or to rent it?

Study the type of property.

There are several real estate options. The first to come out on top of the housing, but there are also commercial and industrial properties. Real estate investment for commercial use is the most profitable option since those who occupy the property do so to generate profits.

Explore new types of investment.

Traditionally, buying and selling are considered. But, fiduciary rights, collective real estate portfolios, and voluntary pension funds with investments in the real estate sector are currently booming. Fiduciary rights are property titles that, without much capital, allow you to own a percentage of commercial property (for example, a hotel or a shopping center), thus receiving a share for the operation of the property, proportional to the money you have invested, and you don’t have to worry about renting or maintaining the property.

Take the opportunities!

The ideal time to invest in the real estate sector depends on several factors, from politics and the economy (at the most global level) to the particular situation of a family. You can always buy a property at a much lower value if you make a good offer. The properties lower their price for various reasons, but the main one is the lack of demand.

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How To Boost Your Real Estate Sales Cycle?

The important thing, to shorten the real estate sales cycle, is to have a macro and micro vision, to think of the overall coherence of the vehicle while mastering the slightest bolt of the engine. You need to take a comprehensive approach to inbound marketing, so you know who you need to talk to and how you need to do it while looking to become more effective.

  1. Understand your customers

The real estate sales cycle takes into account the different stages of the customer journey. However, in the “customer journey,” the most important term remains “customer,” namely: the person behind the buyer or seller.

You need to know this person to better understand him, and so make the needs of your agency (convert prospects into customers) meet those of your prospects (find the professional who will help them find the property of their dreams. or to sell their property in the best conditions).

  1. Offer personalized experiences

Adaptation: this is the keyword, the absolute key to accelerating the real estate sales cycle. Each prospect wants to be at the center of the professional’s attention; each Internet user who reads a blog article wants it to be addressed directly to him and gives him the impression of having been written specifically with the aim of providing him with the information he expected.

This dimension of personalization is, therefore, essential and must guide all your decisions with regard to the journey of customers, whether sellers or buyers.

A good personalized experience is only possible by combining several approaches:

  • Knowledge of prospects (who are they? What do they need?)
  • Mastery of the customer journey (what media do they use? What types of content do they want to read at such and such a time?)
  • The creation of content capable of meeting needs (in terms of format, length, relevance, etc.)
  • The development of a conversion tunnel (to pass from contacts to prospects, then from prospects to customers )
  • Qualification and follow-up of prospects (using a CRM adapted to your sector of activity )

Of course, you also need the tools to mix these different approaches in real-time without spending entire days there. Hence the need to use process automation.

  1. Automate your marketing actions

Automating tasks helps speed up processes: this is true of any industry, and it is also true of the real estate sales cycle.

Since you need to collect information about your prospects, send them the right content at the right time, follow their progress in the conversion funnel, and organize the distribution of messages according to their position in the purchasing cycle, these End-to-end tasks would be far too time-consuming and require you to spend all of your working time doing just that. At the expense of other daily tasks, including field prospecting and monitoring of mandates.

  1. Offer services that meet the needs of your prospects

All this will remain ineffective, however, if you do not offer relevant and qualitative services. Indeed, your services are the foundation of your marketing strategy, without which it would collapse at the slightest gust of wind.

As soon as the services offered by your agency meet 100% of the needs of your prospects, you increase your chances of convincing them to trust you, and you considerably speed up your real estate sales cycle.

  1. Outsource your marketing strategy to cross the finish line faster than others

It’s all very well, this story of the real estate sales cycle and acceleration. But, for the uninitiated, this advice is not necessarily easy to apply. Carroll Shelby was certainly a very talented automotive engineer, but he was not able to make each of the parts of a car himself; for that, he needed complementary talents, gifted in mechanics. After all, everyone’s job.

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Differences Between Real Estate Referral And An Affiliate

A referral applied as a real estate acquisition technique increases your sales channels, so you are more likely to increase your sales. Although a referral is quite similar to an affiliate, there are quite a few differences.

An affiliate is a person regardless of whether they are a friend, family or even an acquaintance who is part of a real estate company or agency on the recommendation of someone who works within.

However, a real estate referral does not work directly or indirectly for a real estate agency or manager. It is rather about using the contacts, friends, or acquaintances that we have in a database to get more sales and contacts.

The good thing about having these two systems, both affiliates and real estate referrals is that it is a relationship in which both parties win.

Thanks to a referral, you can get better results, depending on the work you do, how you contact them and the agreement you make. And as for the owner of the real estate agent or agent, he also wins since the referral can provide other contacts with which you save money by avoiding advertising on other channels and avoiding time publishing on social networks and the Internet.

How to get real estate referrals and contacts?

Currently, there are several methods to get contacts. One of them is the lifelong method, that is, word of mouth. It is about commenting on this option to all the people you know and explaining what you offer. For example, if you sell electronic products, you can tell your customers about a very good offer on a next-generation mobile.

In the case of such real estate, the key is to use all possible channels to generate contacts. As we mentioned before, the classic system is word of mouth and working with the people around you. It is about using the environment and its acquaintances to get customers. In the case of a real estate agent, it is always good to have a couple of apartments for sale or rent at a good price to offer among your friends.

In case they are not interested, they can always meet someone who knows someone else and that among those people is a possible buyer. The good thing about this system is that both parties win since attracting other people and telling them that we are on our side is an opportunity to offer compensation in return in the form of a discount, search service, etc.

Another less classic and more modern way of obtaining referrals is to consult clients of clients through the use of real testimonials. This is where the originality and work capacity of each agent comes into play. For example, imagine that you are a real estate agent and your company has a flat that needs to be sold urgently. If you know people who have many contacts in the network, it is possible that you will sell them faster if you ask for help from the closest customers.

Think of a customer who knows 1,000 people, and those 1,000 people know 1,000 other people. Advertising a property in this way is a way to reach more people using a referral. You can always reward the referral in some way to thank him for putting you in contact with more people.

Remember, capturing people by offering real customer testimonials works. Finally, there are other systems, such as the purchase of databases with contacts of people interested in buying and selling homes in certain areas.

You can also try setting up a digital contest or advertise it on social networks, on a blog, on forums. The possibilities of capturing through the network are almost endless.

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