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.
You are well placed to know: exclusivity is the Alpha and Omega of the real estate agency. The more exclusivities you negotiate, the greater your credibility.
However, exclusivity is not always easy to negotiate with clients, who are sometimes reluctant to work with a single agency. We will give you some advice on how to break through this barrier.
Before delving into the benefits of exclusivity, it is important to understand why it can scare sellers.
There are two main reasons why sellers do not want to sign an exclusive deal with a single estate agent:
In the minds of many people, working with only one agency for their property means having less visibility regarding the sale of their property. This is far from the truth! Thanks to exclusivity, and in most cases, you will be able to offer additional services and better visibility, thus facilitating the sale, which you would not have offered under a simple mandate.
It is legitimate to think that working with an estate agent cuts off the potential possibility of selling your property on your own. However, here again, this fear is often unfounded.
You have to get sellers to trust you, to get them to overcome their prejudices. After all, you are in the best position to sell their property because you know the geographical area perfectly.
Faced with these legitimate doubts about trusting a single agency, it is your duty to reassure your potential future client.
And we can say it loud and clear: exclusivity is only good for you!
Thus, displaying a property on an exclusive basis means creating rarity. It is important to make the seller aware that a property that is displayed in several agencies is not really a guarantee of quality: it would tend to show a kind of urgency to sell it. Because a rare property is a desirable, even sexy property in the eyes of the potential buyer.
Signing an exclusivity agreement also means ensuring that the seller has a sales pitch that you have mastered to the last detail. Of course, you will have to make sure that you listen to your client, and that you understand their specific needs and future plans.
Being an estate agent is a profession in its own right: not everyone can be invented as a negotiator! You must therefore explain and reassure the seller by demonstrating through your services and methods that you alone are capable of selling their house or flat.
By being convinced yourself of the benefits of exclusivity, whether for your agency or for the property for sale, you can onlybe convincing to the seller. And most of the time, an exclusive property at the right price is a successful sale!