Organizing a successful visit to a property should never be left to improvisation: it is a key moment for the real estate transaction, exactly the one that decides whether clients become owners or need more visits to other properties.
How you get to this moment is also vitally important: it is not the same as a “confirmation” visit, in which customers already know what the property is like in detail and simply make the visit to reaffirm their interest in the house – or a “blind” visit, in which customers barely know the property and are yet to discover it.
It is much more effective to do the physical visit once you show your client the virtual tour of the property first.
How to organize a visit to a property with the most confidence possible that it is suitable for customers?
5 essentials to organizing a successful visit to a property successfully
1. Web /tabs on optimized portals
Visiting a property is the culmination of a process that begins with finding the right property for the client. In order for that search to result in them contacting our agency, the first step is to have an optimized website, as well as tabs in portals with the same purpose.
Optimisation should go from the most general (“house for sale in Barcelona”) to the most specific (“house for sale in the neighborhood of Sants”, “house for rent with patio”, “attic in Gracia for sale”), so that we can cover the widest spectrum of possible customers.
2. Accurate property information
We noted that a visit can be one that is either a confirmation or “blind”. The latter should be avoided since they usually generate doubts that result in new visits that should be reduced at best, or abandonment of the transaction due to lack of conviction: all after an investment in considerable time.
And how do we avoid these kinds of visits? Offering as much information as possible on the web and in the tabs. Thus, when making an appointment, the owners will have in mind what it is like without having to find themselves there, minimizing uncertainty.
3. Supporting real estate software
Technology must be at the service of our needs and that of our customers. On the other hand, we are well into the 21st century, why continue to advertise properties as they did in the last century?
There is software that, like virtual tours, allow us to know the property as if we were in it, with technology based on thecapture of 360-degree images that increase realism far beyond the classic images or the video tour. Adding the possibility of contact through WhatsApp or virtual assistants also ensures that the visit is organised properly.
4. Filter candidates
At this point in organizing a successful visit to the property, there are enough resources and information available to the client so that, if they do not fit the right profile, we can do without them when making the appointment.
It is not a question of “rejecting” or being rude by denying the client the possibility to visit the property, but it is about making sure that the client realizes that it is a property that does not fit their needs, as well as suggesting others that they might like.
5. Choose the right time and day
Once the candidates have passed the right filters and have been informed in detail about whether it is the right property, it is time for that ”confirmation visit”, where they will be able to see all the details seen displayed in the 360-degree virtual tour.
It is not a question of “filling the agenda” by adding appointments as each agent is in one zone or another or based on the availability of the client, but, as far as possible, we organize them from “greater interest in the property” to”less interest”. In this way, if we manage to close the transaction first thing in the morning, we save ourselves and the other clients’ time as the property will no longer be available.
Organizing a successful visit to a property should be the culmination of an agent’s job, which ends with the success and satisfaction that as an agency we have closed the transaction, and that customers get the desired property. Therefore, everything we can work on, all the processes that we can incorporate, to ensure this last vital step for a real estate company, will always have a positive result.
