Perhaps, this is the ideal scenario for every realtor. Sell property quickly.
But before focusing on how to sell a property faster. The realtor needs to focus on the buyer client and the experience he must pass on.
If the experience, walk side by side with differentiated techniques for the sale and promotion of a property for sale. As well as the goal of selling a property faster. Certainly, the consequence will be positive as a result of good deeds. If you are looking for a luxurious residential option in the most affluent neighborhood of Islamabad, then park view city Golf estate are the most convenient choice.
So, the question is worth:
What are you doing today that will allow you to sell a property faster and more safely?
For this reason, we have separated some interesting topics that should certainly help you in this mission.
How to Sell a Property Safely:
The reality is that when it comes to security, the realtor’s job is to convey clarity and confidence primarily to the homeowner.
After all, the first step in selling a property is to have it captured. Do you agree?
To do this, we have separated some common questions that homeowners have before selling a property.
Based on this principle, if you will prepare to resolve these doubts, even before they arise directly. Surely, you will be able to capture this property to sell it more safely.
Questions Owners Have Before Selling a property:
Between the complexities of the current real estate market and the changing scenario of financing and property values. Your homeowner customers have plenty of questions about selling a property.
Let’s exemplify some of these questions and the possible answers you can use or adapt to your capture script.
1. What are the methods to determine the sale value of my property?
There are two common ways to determine the value of a property to sell:
- An appraisal:
The formal and more specific appraisal that determines the market value of property considers factors such as the sale of similar ones, what it would cost to replace the property today, how much is needed for renovation (if necessary), and hands at income from rent, etc.
- A Comparative Market Analysis (CMA):
An informal appraisal determines the market value by comparing it to similar properties in the same area.
2. What factors can influence me to sell the property?
In this case, several factors can affect the market value of a property, ranging from home improvements to the “climate” of the market.
As a real estate professional, it is your job to sell a property to your client for the highest possible price. However, you should carefully consider any factors affecting the same value.
Some of these include, for example:
- Physical attributes such as lot size, square footage, and property condition
- Desirable factors, including location, special amenities, and property benefits
- Current real estate market conditions
- Sales price and quotation of comparable properties in the region
3. What are the dangers of overestimating my home?
The excessive price of a property is one of the main reasons it does not sell. Buyers don’t want to spend more money on a property than they need to.
This means your clients’ property can be on the market for a long time, and your chance of selling it decreases as time progresses.
The dangers of overpricing are many, some of which include for example:
- Fewer buyers are attracted, and fewer offers are received
- Marketing efforts are neutralized
- Property attracts ‘spectators’ rather than legitimate buyers
- The property may eventually sell below market value.
4. How do I negotiate the price to sell a property?
This can probably be the most critical moment during the sale of your property. Some customers interested in buying the property may offer the “full value”; however, they may receive a lower value proposal. If that happens, we have arguments for keeping what we’re asking for, if you will.
Ideally, potential buyers will offer their clients the full price of the property. However, the reality is that not all offers will be immediately acceptable, which means that you and your customer must negotiate the price with the buyer. There are numerous negotiation tactics, some of which include:
- Know market trends
- Explain how you determined the asking price
- Keeping your cool when you get a lowball (very low) offer
- Always making a counteroffer
5. What are the costs involved in selling my property?
The costs involved in selling a property can vary. According to the strategy we have decided to adopt for the fastest and safest sale of your property. In summary, we can select 4 possible costs:
- Property appraisal fee
- Property inspection fee
- realtor commission
- Additional amounts for possible renovations or improvements
6. How will you attract buyers to sell my property?
I can use several methods to attract buyers to sell your property. However, ads on social networks and real estate portals have brought greater returns and less time. In addition, I already have some clients interested in a property with your profile, which can be a sure way to sell the property faster.
7. What is my role during the property sales process?
For me, you play one of the most important roles during the sales process. It is already proven that customers buy real estate for the emotion and the current or future experience the purchase can bring. Therefore, the moment I bring a client to visit your home, in addition to all the care we have already mentioned. You can tell good and impactful stories about the happy times you lived here.
How to Sell a Property Fast:
To sell a property quickly, the realtor needs to be prepared to work in several areas, and some, a little different from what he believes to be his role.
- You need to certify the visual quality of the property
- You need to make excellent and inviting photographs
- Ads need to be charming and distinctive
- Ad variety needs to be high or at least assertive
- A good realtor needs to understand sales techniques
- The visit to the property needs to be thought of in the buyer’s experience
- Networking helps sell a property fast
- When you need to sell a property quickly, the documentation needs to be up to date and separate
Now, what can each of these bring you closer? Come on:
How to Sell a Property Step by Step:
See below for a guide on 8 steps, according to the list in the previous topic, to sell a property.
Step 1: Visual Quality of the Property (from Cleaning to Organization):
It may seem cliché. However, many realtors still do not care about cleaning and organizing the property. This can result from a “small” regret, for which the owner is solely responsible for it.
The first step in understanding the importance of presenting a clean and organized property is that it reflects (to the buyer client) more about you than about the owner.
Even because, for those who are going to buy, you, the realtor, are selling.
Therefore, make sure that the property is properly cleaned, and if necessary, hire the service of a day laborer.
And when it comes to organization, the initial thought is: Absolutely no one likes a mess.
The buyer’s customer experience should be impacted only by positive points and the closest to what he wants as reality. So, talk to the owner, and remove valuables, team items, or family photo frames.
Wardrobes, closets, bathrooms, kitchen, and the living room must be perfectly tidy like in a mockup. A good suggestion is to leave the dinner table set, plates, cutlery, and a vase of flowers.
This will make a difference in your customer’s buying experience.
Step 2: Inviting Photos:
The current real estate client, research online (and a lot) before contacting a realtor or real estate agent. Therefore, what will determine whether or not you receive a lead from your ads is essentially the photograph of the property.
You don’t have to be an expert (but it wouldn’t hurt you if you were), but you need to pay attention to visual details when photographing a property.
The rule is that: The feeling you would like to feel when looking at the photos is the same feeling you should try to show.
Some items to take note of at this time are:
- Property organization (yes, again!)
- Natural light
- Framing (4-wall rule)
If you want to delve deeper into the subject, do the complementary reading: How to Photograph Real Estate: 4 Tips to Generate More Leads.
Step 3: Charming and Distinctive Ads:
If the property’s photography is important in generating leads, the unique and charming ad complements good responses.
Imagine the following scenario:
“A person interested in buying a property, searches on Google, for example, 3-bedroom apartment in São Paulo.
As a result of the first positions, real estate portals appear. Fact!
So that interested person clicks and starts seeing the ads.”
The question here is: What will make you stand out from the other hundreds of ads?
The correct answer is the ad description.
So, be careful and pay extra attention. Enough of making without ads with a list of features, which do little or nothing to delight a customer.
Ex. Apt 3 bedrooms, 1 suite, 2 parking spaces, and complete leisure
We suggest that you think outside the box, from the ad headline to the text. Tell a story, and change the “person” while writing. Finally, improve your technique.
Required reading: Creative Descriptions for Real Estate Ads: Advanced Techniques
Step 4: Variety of Property Listings:
We focused on ad quality in the previous two steps to selling a property. Well, it’s time to focus on variety. Unless you already have an interested buyer in your customer base, you need to expand your ads as much as possible to attract as many qualified leads as possible.
And in this step, the most important thing is to use the internet since it is responsible for more than 90% of active searches for properties for sale.
So, you need to be present in the digital realm and full force.
- Advertise on the real estate website (highlight the property you need to sell fast)
- Advertise on the best real estate portals for your region
- Focus on social networks
To improve quality marketing and lead generation, check out the article we wrote: 7 Ways to Generate Real Estate Leads Online.
Step 5: Understand Sales Techniques (from Approach to Closing):
In a chronological and obvious sense. After having success with your ads to sell a property, the next step is: TALKING TO THE POTENTIAL CUSTOMER.
But, do you know exactly how to do that? Do you have mastery over the most used sales techniques and better results?
If your answer is no? Let’s introduce some of them now:
The fundamental part of any negotiation is that there is no possibility of negotiation without the approach.
And, a poorly done approach completely undermines your chances of selling any property.
So, you must ask yourself:
What is important to me when I get a call from a stranger?
What can be said that would make me pay attention and carry on a conversation with someone I don’t know?
Answering these two questions internally gives you an idea of how important the approach is. Studies show that you only have a few seconds to capture a lead’s attention during an approach.
With that in mind, we recommend getting straight to the point!
“Good morning, Joaquim, my name is Maria, I’m a realtor at Premium real estate, and I’m calling you because I received your request through the Zap real estate portal regarding the apartment in São Paulo, with 3 bedrooms in the south zone.”
“First of all, your choice was excellent because this property will provide you with ease at the time of purchase and unparalleled security for your future and your family.”
Now I will explain why I separated these words in my example:
- First, praise the customer’s choice, no matter what. It is good that he understands that he actually can make a good deal and that he is in control of the situation (even if he is not)
- Then I used “go,” an action word with very strong power. At that time, you instinctively put the idea in the head of this potential buyer that buying this property is a reality and not a possible future.
If you had used the word “can provide you,” it would not have had such an impact. Do you notice the difference?
- As for the words, “ease,” “safety,” and “family” are words of desire. Which can unconsciously arouse the buyer’s desire to acquire that thing.
Need a few more wish words to revamp your approach script? Here goes:
Finally, we have reached the longest stage of perhaps the sale of a property. The deal. Our intention is in no way to teach “the priest to say the mass.” We just want to point out some interesting tips and strategies to improve your results.
For example, do you know any sales methodology to follow during a negotiation?
There are at least two highly effective methodologies when it comes to sales. AIDA and SPIN Selling.
You can get to know them up close in this article: 6 Tips for Learning to Sell Real Estate with Sales Techniques. Here we explain the step by step of applying these techniques.
Still, in negotiation, it is worth emphasizing the importance of having words of empathy on the tip of your tongue to circumvent the various objections.
“The client tells you that the property is too expensive.”
“Too expensive” in this case is an objection. It may or may not be true. But what you want is to sell a property and not win a dispute about who is right or wrong.
So, you can answer like this:
“I respect the way you think about the value of the property. It may be that it doesn’t quite meet your main specifications, so you couldn’t see how much it will be worth buying.”
You can follow two paths, add value to that property you want to sell (coherently, if it matches the client’s profile) or show another property. It’s up to you.
The important thing is that with empathy, you gain the opportunity to choose what the next step will be. Without it, you lose the customer.
Closing can be the most “terrifying” step for some realtors. Some people are so afraid of being told no, that they don’t close the sale.
So, first of all, courage! Trust the work you’ve done so far, and be sure that the property is the best for your client.
Now that you’ve figured it out let’s get to the technique. There are 3 types of closures:
- Step by step
Let’s exemplify each of them briefly:
“I would hate to see [ negative consequence] happen because Mr. gave up taking that step now. Want to make the crucial [ need + benefit] decision today? “
“Considering everything we’ve talked about so far, I believe these two properties will perfectly suit you. Would you like to propose Y or X now?”
- Step by Step:
Ask questions in a logical order according to your customer’s story so that the answers are yes. And at the end, conclude, “Since you agree with me, we will fill out the proposal to purchase this property.”
Further Reading: Real Estate Sales Closing Techniques
Step 6: Visit the Property Based on Customer Experience
As soon as you manage to schedule a visit with a potential client to sell a property, you should take some precautions, for example:
- Visit the property before and alone
- Align schedules with the property owner
- Make sure the property is clean and organized.
- Study about the client (needs, desires, family size, where he works, where the children study, etc.)
So, with everything in order, be aware that that moment can be the decisive moment for the customer to choose or not to buy the property. (No pressure!)
When you arrive at the property, include in your speech moments and experiences that he (client) and his family will spend inside that apartment, for example.
- Talk about family lunch on Sundays
- From the barbecue with friends
- From an additional bedroom to an office
- From the spacious porch to the dog
- Point out facilities like schools nearby
- Public transport just minutes away
- Bakery with a hot bun
All these examples, and much more, are capable of awakening in that potential buyer the desire and feeling of actually living in that property. Use it in your favor!
Step 7: Networking to Sell a Property Fast:
Let’s assume that your marketing actions did not have the expected effect in the expected time. So, it would help if you resorted to other ways to sell the “urgent” property.
Have you ever thought about talking to your colleagues, network connections, and suddenly finding an ideal buyer customer to make the sale?
The partnership with other brokers only has positive points, and in addition, you have the opportunity to serve your owner client in a super-fast time.
Can you imagine his satisfaction?
And how can he recommend his services to other colleagues?
Step 8: Up-to-date and Separate Documentation
There’s nothing more boring than doing all the work we’ve talked about so far, and when you “pick up” the property’s documentation for sale, you find something wrong or missing.
If your buyer customer is around, you immediately come across as disorganized. And you run a serious risk of losing the sale. Take all the techniques and triggers you used to streamline the process.
And suddenly, he will be “stuck” for your mistake?
As soon as you fundraise the property, go after the documentation. Leave everything ready and properly filed. You can choose to do this in a file at the office, in the cloud, or even within your Real Estate and the property registration or owner data. If you want to choose a more affordable yet modish residential option, blue world city Islamabad is the most suitable choice.