This turns out to be a more than common mistake in the real estate market : the broker who doesn't know the product he is selling. It's not even that difficult to understand, since there are so many dozens, sometimes hundreds of offers and it's almost impossible to know in depth all of them.

And that's where the error lies, thinking that this is a matter of time. In fact, it's a matter of strategy. As this is one of the main customer complaints, it is very important that the broker does not make this mistake when selling.

See what to do and create this service differential and stand out from the competition!

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What information should the realtor know?

All. At least all the possible ones. The more data the broker has about each property, the more information he can pass on to the client. And it's not about being a bore, talking nonstop.

The realtor must spontaneously provide the main data of the property, such as value, state, address , number of rooms, special facilities (balcony, garage, leisure area), etc.

But he must also be ready to highlight the ones that make up the property's differentials and to answer the client's questions.

What is the room size? Has the property already undergone any renovations? Are there any special conditions that give a discount on IPTU? Where are the structural beams? Is there an original plan? Why is the property for sale? Where does the morning sun hit?

On the other hand, the environment is also part of the process. It is very common for customers to want to know what the neighborhood they are thinking of moving to is like. Are there schools nearby? And clinics or hospitals? How is the access to the city center? How many bus lines serve the location?

Advantages when presenting the property

Now imagine that you realtor has no idea the answers. How many “don't know” would you have told your client? Or would you invent some answer?

In both cases, there is a breach of trust in a relationship that should be transparent, solid and exclusive. After all, each client has different expectations and needs, which it is up to the realtor to understand and meet in the best way possible.

But if you have the answers, the customer realizes that you are giving importance to their home search. That you understand how important that moment is to him and how unsure he can be of making the wrong investment.

On the other hand, you already go to the presentation knowing all the weak points of the property. This way you are able to put more emphasis on the high points and prepare real and solid arguments that minimize, without hiding, the bad things.

Another important aspect is that you look more professional. It shows that you are more prepared, that you know the market, that you are not inexperienced. It earns customer trust and, most likely, good word of mouth.

How to get to know everything about all properties?

The realtor's day-to-day life is hectic, but that's what technology exists for. You don't need to memorize everything about each property in your portfolio, but you can use apps that help you store all this data and use it when visiting.

So, first you need a system that registers properties and contacts at any time, even if you are not connected to the internet. Thus, the broker can put all the data he receives in the system with CRM (Customer Relationship Manager), which gathers everything in one place.

The Imobzi , for example, does. When you have a connection it automatically updates and organizes all the information.

So go putting the value of the IPTU, the reason why the property is being sold, ask for the original plan, if you have it, scan and/or write down the dimensions of each room.

On the other hand, there are applications for broker real estate that make a real floor plan of the premises, another that indicate the sun's position throughout the year and others that show all that is in the vicinity.

Realtor prepare for the visit with the client

Technology is a great ally, but nothing replaces real interest. Every time a property enters, try to get to know it in person, look carefully at each room, take a tour of the neighborhood, gather information from residents and old merchants.

If you give your personal (positive) impression of the place, your customer will feel an honest relationship.

There is also nothing wrong with taking a “colinha” with some information. You know you need to know your customer well to be more successful in your actions. So first study it too.

Take all the data you've gathered in your Imobzi app and draw a profile. Then create a mental dialogue and try to anticipate possible questions – to come up with the best answers. Rehearse. This is not wasting time, but acting strategically, gaining more assertiveness.

So you will be ready to make the best real estate presentation and generate a relationship of trust and mutual respect.