Showing floors goes beyond opening the door and describing the rooms . For it to be a fruitful task it requires strategy, and to have a strategy it is essential to know what each client is looking for. You have to know what your needs and wishes are, your real budget and if you will be able to count on financing. To carry out this work of analysis the method is very basic: ask.
Some real estate agents choose to show all kinds of homes to all kinds of clients, without adjusting to their specific situation, which ends up wasting time and money, and can also end with the patience of the potential buyer. It is, according to experts, a big mistake. Much better to select cautiously and show only what really fits.
But, what would be the basic questions that every real estate agent should ask before launching to show houses? We have spoken with Jesús Duque, Vice President of Alfa Inmobiliaria , and with Toni Expósito, General Director of Comprarcasa , and this is the resulting questionnaire.
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1. Do you want to rent or buy?
It is a basic question, because it defines which of the two markets to look for.
2. What type of home are you looking for?
It is essential to know the type of apartment or house that the client wants: dimensions, neighborhood, community area, pool, orientation, etc. Beyond the general description, it is interesting to ask about the three or four elements that are essential for them: this will help narrow down the visits.
3. Who will live in that house?
How many people make up the family unit? There are kids? Old people? Which age? Knowing these details will help to understand the needs of space and services in the area that may be of most interest to the client.
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4. What is your lifestyle like?
Depending on whether you travel a lot or work from home, if there are school-age children or if you play sports, priority may be given to homes that are well connected to the airport, that are close to a park or a certain school, that have a common area with gym or sports courts, etc. The idea is to put yourself in the client’s place and present only houses with very high possibilities according to their interest.
5. To enter to live or to reform?
There are those who prefer a cheaper entry house and that they can reform to their liking, and those who for lack of time or desire to supervise a work prefer to be able to move in as soon as they have the keys. Another key question in this regard is when would you like to move, to assess whether the deadlines are feasible.
6. What can they do without?
Some homes in portfolio can meet most of the basic requirements of the client but not all: floors without elevator or without parking space, balcony but not terrace, etc. It is necessary to know which of these elements could be dispensed with if the house meets the rest of the desired characteristics.
7. What is your budget?
Often customers have not realistically valued the prices of a certain type of home in a specific area. Everyone wants to find a bargain, but it is important that they are aware of both the price range of what they are looking for and the added costs that they will have to face for the purchase of a home.
8. Sell to buy?
To determine the value of the investment you are going to make, it is important to know if you are going to sell a previous home. And, in that case, if they have already sold it or at what point is that process.
9. Will they ask for financing?
If they are going to apply for a mortgage, it is important to know the income of the family unit and to be clear that most banks grant a maximum of 80% of the value of the home. This will allow you to more accurately calculate what actual price you can afford.
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10. What would you do if we found the right house today?
Knowing if the client is really determined to buy or if he is only starting to probe the ground and it is a possibility that arises but not in the short term also helps to define the strategy in each case.
Collecting all this information and analyzing the responses obtained, in the words of Jesús Duque, vice president of Alfa Inmobiliaria, “far from making us waste time, will help us enormously to save time, money and, above all, to offer a useful and quality service to our clients