We begin these large formats of "Romain Cartier's Very Good Advice" with a theme that has often come up in the comments of the previous videos: the real estate visit.
Although the visit does not seem to be the most difficult step in the process of selling a property, it is nevertheless necessary to respect certain rules in order for it to be perfectly successful.
The following 5 tips will help you to be even more professional and optimise your chances of selling the property.
This must be your number one priority: before you even start visiting your clients, you must ensure that you have a perfect knowledge of the flat or house you are marketing.
You must be impeccable on all points: technical information, surface area of the property, work carried out, work done in the co-ownership, various and sundry diagnoses, etc. Nothing must be left to chance so as not to be caught short by your client's questions. It is your duty to anticipate certain questions and to be ultra reactive. It is sometimes preferable to take an extra 24 hours before a visit to gather information: there is nothing worse for a buyer than to see that the real estate agent is discovering the property at the same time as he is!
The first room to be visited will not be the same for each potential buyer: some will favour the outdoor space (presence of a terrace, a garden...), while others will focus on the cocooning aspect of the living room.
It is therefore by knowing the priorities of your customers that you will be able to start your visit well. On this point, we advise you to start with the buyer's main expectation, in order to give him or her an immediate eyeful. You know, it's the famous "wow effect" so sought after by real estate agents, and which happens most of the time in the first seconds or minutes of the visit. There is nothing to stop you from returning to this famous favourite place at the end of the visit to debrief your client, which will have the effect of reinforcing the qualities of the property visited.
It may seem paradoxical, but too much talking can potentially hinder the buyer's visit. We know that silence can be uncomfortable: however, if you talk less, you will give your client the opportunity to express himself, by showing, for example, whether he is planning to buy the property or not.
Our advice is simple: simply tell your client which room you are visiting and give them time to get to grips with the place. Any more technical details can be mentioned at the end of the visit, so as not to pollute your client's mind with information.
Of course, it is not a question of not talking at all, but just finding the right balance.
On paper, it may seem like a good idea, but the seller's presence during the visit is not a good thing. Firstly, because a visit is intrusive: the seller could potentially be subjected to it and not feel comfortable with it.
The seller, thanks to his perfect knowledge of the place, will also want to help you by talking and arguing. A bad idea! They will not necessarily put forward the right arguments and will not act in a neutral manner, as you would.
The point of the professional is to provide neutrality and objectivity to the buyer, without showing any particular affection for the property. So for the second or third visit, why not. But for the very first visit, the presence of the seller is a no-go!
It is natural that your customer will have questions for you throughout the visit. Rather than answering them as you go along, and thus cutting off the momentum of the visit, we advise you to take note of all the objections and questions your client has, so that you can come back to them at the end.
If the potential buyer is not interested in the property, this will save you a lot of time. Be the manager of the transaction until the end: it is up to you to guide the client, not the other way around!
By respecting these points, you will put all the cards on your side to ensure a quality visit to your customer. Whatever happens, show adaptability and flexibility towards your buyers: their needs are unique and it will be up to you to personalize the visit by listening. We wish you good luck, and see you soon for a new long-form video!
