Our The sector has its own characteristics which require a sales process different from the rest of the sectors. An individual who wishes to buy or sell his or her home, it does not go through the same phases as someone who wants to buy a soft drink. The The process of selling a property is more analytical and structured. Do not you get up one morning and go to a real estate agency, but there are steps previous motivational, research, etc…
Understand the steps consumers take to sell a property from the moment they feel that they have The need is key to optimize our resources and be more effective.
Why is it important to study the customer behavior for the real estate sales process?
We will be at agree that our industry has more than one customer profile. Studying these typologies, it will provide us with the information we need to improve our work. And more specifically, it benefits us in:
- Identify the stages of the real estate sale process to save time and money.
- Facilitates continuous improvement and performance measurement.
- Help to assess what tools we need to achieve our objectives.
- Contact us at allows you to establish a system for attracting new sales opportunities.
Establishing objections
And what Why is our sector so complex?
Many The characteristics of our sector make it particularly complex. See what they are:
- Great competence
Undoubtedly, at this time there is a large supply of real estate for sale on the market for a small number of properties. demand.
- Renewal of the offer
Sales cycles are becoming increasingly in the fashion sector, where it has gone from 2 seasons to 2 years, to 2 years. per year to more than 10! This sometimes makes it difficult to establish the return on investment. We continually create promotional campaigns that do not are always complemented by the continuous renewal of the offer.
- Internet has changed the process of buying and selling real estate.
Have you noticed that now the customers are better informed? Internet and the websites of has brought us a lot of good things, but it has also brought us some good things, but it has also brought us some good things, but it has also brought us some good things. more savvy customers who know very well what they want.
To be more effective in the exercise of your commercial work, and taking into account our industry and its difficulties, the CIMA structure offers you four steps to sell a product that will help you in the early stages of the real estate process of a property purchase. sales, where the customer’s motivations are so important.
1. Understanding
Those levers and brakes that drive or stop our customer, will allow us to anticipate their motivations and attract them to our business…
2. Influir
It is possible to influence the vision of those points that our customers are not aware of. visualizing. This will make our commercial work more effective. And consumers move forward in the process of selling a house, which is what we want.
3. Match
From English “match”, this step of the model is used to establish agreements about above points in order to move forward.
Let’s put an example. You have had a first meeting with a customer interested in the purchase of a home. You have focused on the area and the budget, but you have not you have come to no conclusion.
Following the process of selling a property, we promote a new contact for the sale of to establish points that will allow us to continue taking steps towards the closure of the sale.
4. Act
At In this last step, we design an action plan together with our partners. customers. We take you by the hand until the sale process of the improving your customer experience and satisfying your needs.
No doubt, apply this process of buying and selling real estate with your clients. will make you more effective.
If you are not a broker, but a person who is interested in selling your property, you can follow this guide to make the selling process as safe and efficient as possible:
Before putting your home on the market:
- Selling is not always the solution. The ideal is to stay in the property purchased long enough to make the purchase costs worthwhile. and do not lose money. If you are having trouble paying your mortgage, you can receive advice on what to do with your mortgage.
- Consult your case with several real estate agents. Each agent can handle the sale of your home differently, ask each person how he or she will will provide you with the service you need to sell your home quickly and efficiently. with the highest profit for you. Choose an experienced agent to represent it faithfully.
- Like at a minimum, ask for the following information when interviewing the agents real estate agents: years in the profession, number of properties sold in the last year and in your area, expected time of sale for your home, expected commission charge (this is a negotiable percentage), plan to advertise the property, plan to respond to offers from potential buyers and professional references. For example, you you can ask for the contact information of your recent customers.
- Price your home at . It is important to set the right price according to the market and the neighborhood. The right price can help you to have a quick sale. On the other hand, if the price is exaggerated this may be a problem for your sale. The more days the more your property is listed for sale, the lower your buying power will be. negotiation and sale. Your real estate agent can obtain and compare the prices and characteristics of the homes for sale in the neighborhood, including recent sales.
- Determine the costs of the sale. Include payment of commissions to agents real estate, home repairs, closing costs and transfer of the property. title to the property. Your real estate agent can help you determine the total cost.
- Make all necessary repairs. For example, any paint work and a cleaning inside and out.
- Review IRS tips for sellers. Learn about your tax liabilities before selling.
While your home is for sale
- Get involved in the sales process. Be willing to answer questions that have your real estate agent and set aside time to review real estate offers. purchase you receive. The agent rendering services to him shall answer for the questions about the ad, coordinate appointments with potential buyers, and buyers and show your property.
- Take the process slowly. The real estate market can be challenging and trying to balance the sale of your home with the buying a new one is not an easy task. Take the time to reflect and be calm at the moment of making decisions.
