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.
Although there is no code to strictly follow during a real estate visit, some points can be highlighted in order to optimize it and allow your clients to better imagine themselves in the property they are visiting.
One of the most important points is to avoid talking too much during the visit. Giving out factual details on the rooms and fittings that potential customers are in the process of discovering will not allow them to let their own feelings run free. Indeed, they will tend to focus on what you are saying and will not approach each new room as if they were entering their future home. Thus, avoid talking too much during the visit unless you want to add a crucial detail that you must not leave out. As with negotiation, silence is a fabulous ally; it will allow you, for example, to give the client or prospect time to plan things and calmly make the most of the property visit.
However, keep your speaking time for debriefing with your potential buyers at the end of the visit. This moment of exchange between you and them will allow you to know what reactions your clients have felt during the visit and thus to highlight property's assets that could lead them to making the right decision.
Another important point: never forget that you are the visit's manager and that you hold the keys in order to run it in the soundest way possible. There is no need to show the rooms in order, you can even start with the garden! What is important is for you to understand which elements could trigger a crush in your client so that you can start the visit on a positive note and increase your chances of completing the real estate transaction.
The potential buyers have chosen you because they trust you, now it is on you to show them that you have understood what is at stake in terms of research, that you have listened to them and therefore that you are able to submit properties to them that are commensurate with their hopes and where they will be able to envisage their future.