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.
Although there is no code to be followed to the letter during a real estate visit, a few points can be highlighted in order to optimise it and allow your clients to project themselves more into the property they are visiting.
One of the most important points is to avoid talking too much during the visit. Giving factual details about the rooms and fittings that the potential client is discovering will not allow them to give free rein to their own feelings. Indeed, they will tend to focus on what you are saying and will not feel as if they are entering their future home. So avoid talking too much during the visit unless you want to add a crucial detail that you must not omit. As in negotiation, silence is a fabulous ally; for example, it will allow you to give the client or prospect time to think about the place you are visiting and to enjoy it calmly.
On the other hand, save your speaking time for the debriefing with your potential buyer at the end of the visit. This moment of exchange between you and your client will allow you to know the reactions that your client felt during the visit and therefore to highlight the assets of the property that could make him or her make the right decision.
Another important point: never forget that you are the manager of the visit and that you have all the keys in hand to conduct it in the most judicious way possible. You don't have to show the rooms in order, you can even start with the garden! The important thing is that you understand which elements could make your client fall in love with your home, so that you can start the visit on a positive note and increase your chances of completing the property transaction.
The potential buyer has chosen you because he trusts you, now it's up to you to show him that you have understood his problems in terms of research, that you have listened to him and therefore that you are capable of presenting him with properties that meet his expectations, in which he can envisage his future.