Romain Cartier is a real estate expert featured on the "Recherche Appartement ou Maison" show broadcast on French TV channel M6. Every week, he gives his advice to the VITRINEMEDIA community on how to perfect its role as real estate agents and optimize its sales.
Don't be afraid to offer to your clients to work with an exclusive mandate! At first, objections are usually the same (a fear of entrusting one's property to a single agency, a need to sell as soon as possible, the risk of not being visible enough...) but are they justified? In France, less than 30% of professionals work with exclusivity. However, more than 60% of sales come from this 30%! A figure that cannot be ignored, which is far from being the only advantage of exclusive mandates.
One of the strong points of this type of mandate is the comfort it brings to your selling clients. By entrusting their property to a single professional, it allows them to seamlessly follow the sales process' progress, the precise number of potential buyers interested, and to receive a detailed report from their real estate agent after each visit, while establishing a trusting relationship with the agent, thanks to privileged contacts.
Visibility is not cast aside either, quite to the contrary! The exclusive mandate is without a doubt the kind of mandate that will make a property the most attractive. As early as the agency window, where the property will be well highlighted to appeal to potential buyers and encourage people to come in to find out more. Similarly, a property sold exclusively will tend to be present and visible on the agency's website, social networks and real estate portals where listings are published in order to be seen by as many people as possible. This is both to your advantage and that of your selling customer, everyone wins!
Finally, the watchword when selling a property under an exclusive mandate is scarcity and that is what makes all the difference. Imagine a potential buyer who sees a property that interests him/her not in a single agency but in two, three or even four different agencies and sometimes not always at the same price! He/she might come to think that this property is hard to sell and that for this reason, the seller wanted to increase his/her chances of making it visible by entrusting it to several real estate agents. This would, therefore, risk penalizing him/her and harming you at the same time. On the other hand, a property sold with an exclusive mandate will be valued and feelings of doubt and hesitation will be significantly reduced if a crush is triggered in a potential buyer.
So do not hesitate anymore to favor this type of mandate or even to only work with it. Once the first objections have been overcome, reassure your selling customers about the many advantages that result from exclusive mandates, and they will not regret their choice.
“Reassure your selling customers about the many advantages that result from exclusive mandates, and they will not regret their choice.”