Certain situations lead us to make appointments for candidates to buy a property that becomes unproductive if you have not considered the potential buyer’s profile or have not accessed (or have not been able to access) information that previously served to know Housing in depth.
These hours and hours lost teaching a home that does not convince the client (or escapes its possibilities) can be avoided and reused to find the right property if we previously applied a series of filters before visiting the home. How do you ensure the best buyers for each floor?
How to Set Filters to Find Candidates to Buy a Property
The first thing is to divide and establish the actions and tools that automate these processes to the fullest. The maximum “time is money” should be a priority in any real estate agent, and any system or tool that serves to make the client who obtains the information he needs will mean considerable savings not only in visits but also in meetings, queries, emails sent, calls, etc.
Therefore, we must classify the filtering system through automatisms (tools and information visible from the web or portals) and the information provided by the client (budget, family situation, priorities.
Automatic Filters to Find Candidates to Buy a Property
We understand by automatic filters those that fall into the first category: the information or software that allows any interested party to know the property to the fullest so that without having to mediate any agent, they can assess whether the visit to the house can be productive or does not fit your interests.
Every property must have basic information such as the number of rooms and how they distribute the square meters of each of them, the exterior and interior rooms, and the height of the house. But also information beyond the address, the price, and the items described that might be advantageous or restrictive, such as the type of land, if there is a community elevator, the community fee, insulation, air conditioning, an elevation plan, etc.
All this must accompany tools that clarify/detail all this information, such as high-quality images, videos, etc.
For a greater degree of satisfaction and filter, virtual tour software allows the client to be the one who visits at will and with a degree of detail that corresponds to reality.
Mortgage calculators and automated chats (robots that answer questions through predetermined FAQs) are other elements that add to this first filter, including automatisms.
Personalized Attention Filters to Find Candidates to Buy a Property
Although all the tools described help (and much) this filtering in search of the ideal candidate, the management, and ultimately, the approval of a profile as valid must come from the agent. The sooner you make sure of it, the less time you will spend in the gestation of the sale, and with more determination, it will ensure you close it satisfactorily.
For this, the agent should not work as one of those bots or as a clerk or administration employee without further ado: we must escape the desire to fill the appointment schedule and ensure that each of them is arranged with a high probability of being able to close the sale.
For this, a previous personalized questionnaire can be used to find out if they are suitable candidates or if, from our experience, we feel that they are not facing the desired property. In the latter case, we must avoid rejection “just because” and advise them or kindly recommend another property in our portfolio.
This is the case, for example, of mortgage expenses: many clients make their calculations by adjusting their budget to the one indicated on the property file without considering key factors such as mortgage expenses, commissions, entry amount, etc. This dance of numbers can cause that at the time of having decided on the property, they do not reach what is necessary, causing frustration to both parties: the client who sees his ideal property escape and the agent who sees a sale escape as much as he had everything to close it.
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