When it comes to buying a property, several feelings come to the fore. In addition to the joy of acquiring a property, there is also insecurity due to the lack of knowledge of notary and property financing processes.
Therefore, making a clear and objective follow-up can transmit not only the knowledge necessary to carry out the processes but also the security that the buyer needs to make a final decision.
Can a change in the Financer’s professional position change the outlook of a business? Do you want to evaluate your safety and objectivity when dealing with customers? Know the 5 most efficient techniques and find out if you are using each one correctly.
1. Map all possible additional costs of the process
The real estate agency can operate exclusively in a neighborhood or have options for properties in the immediate vicinity and rural areas. Whatever the modality – commercial, residential, or rural, identify in advance all possible additional expenses that may incur in the purchase process.
It is possible to make a basic model for each type of property and payment method. Thus, whenever a new business arises, a quick consultation can be made on this material to guide the buyer in an organized and proactive way.
2. Learn how the credit approval flow and other payment methods work
It is very important to know how the credit approval flow happens and to stress with the client about the need to have it before choosing a property. This will prevent him, for example, from being frustrated in the first purchase and from being unsure for the next attempts.
This caution is also because bank customers usually have pre-approved credit, but for higher-value purchases, proof of income and analysis of the commitment to monthly earnings may be required.
3. Create a list of documents required for real estate financing
This is another prior organization that can give the Financer more security when it comes to guiding the client – who, in turn, will be much more confident in the consultant who accompanies him.
Knowing which documents are necessary and informing the client in an organized manner can streamline the process, especially when the financing is carried out at the real estate agency itself.
4. Establish with the customer a plan of goals for the purchase
Having control and personalizing the process according to the client’s needs ensures that a bond of trust is established, after all, in addition to safely conducting a process that normally inspires stress, the Financer will also be paying attention to the buyer’s particularities.
It is possible to take control by e-mails, stipulate dates for visits, and a form for comparing the options of properties visited. Thus, in addition to the purchase process itself, the client will also realize the Financer’s concern with ensuring that he will make the right choice.
5. Manage customer emotions
As stated at the beginning of this post, the emotions experienced in the process of acquiring a good are diverse. Those who are buying their first home, for example, are anxious and excited, while investors who want to invest their resources in solid goods are more rational and calculating.
Knowing how to identify these emotions and manage them so that they favor the purchase is essential because otherwise, these can be factors of the unconscious boycott of the business.