Every good broker keeps an eye on market trends and is up to date on launches, appraisals, financing and other information that pertains to the properties themselves. After all, in a market as competitive and dynamic as real estate, knowledge about products and forms of negotiation is essential for the good performance of the profession.
However, it is also necessary to remember that in this universe there is an element that is the essence of the business: the customer. Knowing this component is essential for good business to emerge. Therefore, we prepared this post, so that you learn to identify the customer’s profile and sell more properties. Follow:
Who is the customer?
This is the first question that you must answer. You may come across:
- with an investor looking for real estate as a way of investing money and who may be experienced or new to the real estate market;
- with fathers and mothers of families who give importance to the investment, but who look for housing properties and focus more on this aspect;
- with entrepreneurs who want commercial real estate;
- and with young people who are leaving home and looking for the first property.
Anyway, there are several types, which go beyond the examples listed here and that need to be understood. Maintaining the same professionalism in all cases, you must also adapt to them and seek the information that is important to each one.
For example: the investor wants to know about valuation and return; those looking for family properties are generally interested in the neighborhood; while young people look for smaller, practical properties.
In other words, knowing each need makes your service more objective and efficient.
How does it behave?
The behaviors that people exhibit when looking for a property are also quite varied, regardless of the type of customer she is:
- the insecure person, who requires the information to be passed on firmly and well recorded;
- the “knows everything”, which is able to discuss financing, construction and architecture;
- the dreamer, who seeks something that is beyond financial reach;
- among so many other ways to behave.
In the face of each of the forms presented, he must also exhibit compatible behaviors, maintaining objectivity, patience and dedication.
How much does the customer have and what are they looking for?
It is also essential to know the customer’s financial situation and purchase intention. It will be from this knowledge that you will be able to direct you to a particular property.
As we have seen, you may come across a dreamer, with whom you must be very skilled in presenting reality; in another situation, you can attend to the insecure, who sometimes act very timidly in the search and who also need a stimulus to find what will really serve you.
How did he get to you?
The attracting of buyers and real estate customers to be sold depends on the marketing initiatives you take. Knowing how a customer came to you is important to understand the results of the strategies being adopted. With this knowledge you can invest in those that give the most results.
What is the client’s history with the real estate market?
Knowing what types of negotiations the client has already done and the frequency with which they took place will allow you to present a job compatible with this history.
For example: a person who has already done several businesses is more capable of analyzing the market. On the other hand, who is purchasing a property for the first time will depend a lot on your opinion and the guess of others close to it. Therefore, each case requires a different standard of care.
And you, would you like to present any more tips on how to identify the customer’s profile and increase the sale of real estate? Leave your comment here.