Romain Cartier, known for his appearances on the show "Recherche Appartement ou Maison" broadcast on M6, is a real estate expert. Every week, he gives the VITRINEMEDIA community his advice on how to improve your role as a real estate agent and optimise your sales.
The rush of visiting rooms, excitement, big smiles and enthusiastic voices, some people fall in love immediately and very quickly! When selling a property, although potential buyers can quickly see themselves in the property and feel that it is "made for them" from the first few minutes, this is not always the case. Here are some tips on how to get people to fall in love with a property when they don't see it straight away.
Although this "coup de coeur" is not systematically triggered during visits, it is nevertheless possible to provoke it in order to maximise the interest of potential buyers in the property for sale. The most important thing for them will be to imagine their future in the property and therefore to project themselves without too much difficulty. Unfortunately, not all properties for sale allow for this: empty properties or, on the contrary, properties that are too cluttered can be an obstacle to this projection. In order to counter this problem, various digital tools now allow the property to be visualised so that the potential buyer can more easily give free rein to his imagination. This is the case, for example, with virtual visits, which facilitate the projection of a property thanks to a 360° view and the possibility of arranging it according to the tastes and needs of the potential buyer.
When you conduct a visit, don't hesitate to direct your potential client to the rooms that are most likely to make him fall in love with the property. If, for example, you know that a large garden is the most important criterion in a property search, you should start the visit there. The positive impression created can only be beneficial for the future and will allow the potential buyer to imagine himself more in a property that he has liked from the start.
Finally, in order to make a potential buyer fall in love with a property, the key is to listen to them. Beyond their search, linger on the details that would make all the difference for them: the size of the room, the view, an atypical style, a plot of land with a swimming pool. These are the little details that are often described as "a plus" which, if the property they are visiting has them, will make them fall in love at first sight.
Talk to your client a lot, ask questions and try to understand why these details are so important to them in order to get a sense of their mindset and what it means to them. This will allow you to offer them properties that are more in line with their search and perhaps even properties that you might not have bet on initially but which, thanks to this differentiating element, will ultimately increase in value and could be perfect properties for potential buyers.
