| No Say Yes to Every Owner Who Offers You a Property for Sale.
This week I received 2 emails from real estate agents who want to know how to capture real estate differently. They are tired of dealing with ungrateful and uncompromising owners and with an increasingly unfair and unprofessional competition.
I have the solution. A strategy that I have put into practice on multiple occasions with independent agents and in real estate agencies with excellent results, between 4 – 12 properties including Blue World City captured in 1 month, depending on the size of the promotional campaign.
In addition, this strategy includes capturing exclusive properties . I will illustrate this strategy with a brief true story that is happening precisely now, while you read this post.
But before going into detail, I must say that I have always been against going out to capture exclusive properties without further ado, without a recruitment plan .
It is necessary to prepare a plan that clearly specifies what type of real estate to capture and how many real estate should be captured per month and allocate a collection budget for social networks and content marketing.
The approach that this plan should contain is to generate profits and not focus only on the number of sales. The better properties captured and sold, the greater the benefit.
Clarified this controversial point, we tell the story of the real estate agency that captures 1-2 properties each week exclusively and at market price.
| How to Capture Real Estate, Many Real Estate at Market Price and Exclusivity.
The real estate agency of our history is in Buenos Aires , has 3 commercials and began implementing this recruitment strategy last March. Currently they capture an average of 1-3 homes a week of which, always, choose 1 property, maximum 2 a week to sell. This is part of the strategy; of how to capture real estate.
Let’s first discuss how this real estate agency captures real estate and then how they negotiate the sale with the owner.
The most productive way of how to capture real estate is for the owner to come to you instead of you going to him; So this strategy is based on this premise. To get the owners to contact the agency, the commercials prepared:
Step nº.1.- a series of 3 different Information Guides with relevant and interesting information for the owners who wish to sell their home in Buenos Aires. One for homes, another for commercial premises and another for offices and other market prices by areas of Buenos Aires.
It took them 2 weeks to prepare only 1 of these ebooks, because it should contain quality information and if possible little known by the property owners.
Step 2.- They offered to the owners a free and professional valuation of their property without any commitment or offer the free download of any of their Information Guides.
The cost of each valuation for the agency represents about $ 40 dollars per valuation. I refer to a professionally conducted and presented assessment. An assessment of this type always helps to put the property on the market with a fair price for all parties.
Step 3.- They prepared amonthly Facebook campaign where they offer the free download of any of these Informative Guides. The monthly budget for Facebook is around $ 300 dollars a month , investing $ 10 dollars a day. The content and design of the ads is changed every 15 days.
To this campaign another one is added on YouTube . 4 videos were recorded with recommendations and tips for owners and uploaded to YouTube. Only 1 video is promoted each month at an average cost of $ 0.04 cents per click. Quite profitable to have a fixed campaign per month.
The total budget of the recruitment campaign is around $ 450 per month between Facebook and YouTube. An important amount, but profitable. Let’s say that capturing an exclusive property at a market price tells the agency between $ 30 and $ 55 dollars.
The response to these advertising actions is being very positive; Around 4-6 requests a week from owners who want to sell their house, their flat and even companies that want to sell some property.
| How to Capture Real Estate: When the Negotiation Arrives.
Of all the requests, the real estate agency selects which owner they can work with and then selects if their property offers a good sales commission . They select the owner and then the property; and not vice versa. You are looking for an owner with whom you can work comfortably and do not conflict when the intermediation of that property is negotiated; That is the second part of the strategy.
In addition, there is the cost of the valuation that must be maintained at a maximum of 2 appraisals per week to avoid getting out of budget.
The negotiation is based on the win-win system. The agency explains to the owner, (with a script already prepared), why he needs to sell his property exclusively and at market price ; that is to say without putting an initial price and then having to bargain with the interested buyer.
Only owners who accept their way of doing business are signed and sign an exclusive service provision contract for 6 months, (avoid the word “intermediation”). With this way of proceeding, with this strategy, the owners see so much professionalism in the agency, that they do not wish to have deals with other agents. The signing of the exclusive contract is quick and the sales prices are always appropriate to the market at that time.
This happens when the owners are well selected.
The real estate agency of Buenos Aires earns this professionalism, presenting to the client before signing the intermediation contract, a complete dossier with the characteristics of their property, including a floor plan made to scale with software they have acquired, (price of the app about $ 25 dollars) , and a good description of the house that does justice to the house and justifies the price that is requested for it.
When the owners receive this excellent dossier, they know they are in good hands and sign the contract without problems.
Does the agency sell these properties quickly? The average sales time of the real estate agency of Buenos Aires is 4 months. They get it, because they only select the properties to sell and do not capture everything they offer. It’s more; The agency has a number determining the benefits you wish to receive per month.
Once they reach that figure, they don’t get anything else. Sometimes they stop advertising on Facebook and YouTube for the rest of the month, with the consequent savings in advertising.
The agency is interested in selling fast; Do not capture good properties to have them in your portfolio.
The agency gives personalized attention to each property they capture. Having a lot of property is counterproductive, because they could not allocate the appropriate budget to each of them.
They can get more, but they are aware that the important thing is not to have many properties in their portfolio, but to focus on selling the property they have captured quickly .
If you wanted to know how to capture real estate quickly and effectively, here is the strategy. And this is not the only one. This real estate agency in Buenos Aires is working very well and surely this week has received at least 2 requests for information from owners who want to sell their property.
| How to capture real estate Pakistan Plan before Acting.
You can not go out there to capture with much enthusiasm and little brain . To knock from door to door or leave tickets or leaflets in the goals and mailboxes of the buildings. You have to prepare and follow a plan.
Some of the real estate agents who contact me to know how to capture real estate , want a strategy or tricks to get results next week . These agents live in an unreal world and do not want to leave their comfort zone. Your problem is not the acquisition; Your problem is your business model, the way you work. The lack of a catchment plan.
These are the steps that should be followed, (in summary form), to capture with efficiency and profitability:
Step nº.1.- Decide which Real Estate to Collect. To capture real estate effectively, you need to prepare a strategy that begins by knowing what kind of real estate you are interested in, how many of each type and in what areas .
If you go out to capture trying to cover everything they offer you, you will end up not selling much. Sadly, this concept is not understood by some real estate agents.
Step 2.- Know your Territory. The following is to know well the area where you capture: the average prices of the houses in the areas of that territory depending on the characteristics of each property. You need to prepare a property valuation by zones, or at least by the most important areas.
Step 3.- Focus on Capturing Owners; no properties. You must establish some terms and conditions of collection to offer them to the owner. You must know what to say to the owner to convince him . Your goal is to capture, first at market price and second exclusively. It is useless to capture exclusively if the property is not captured at market price.
Step 4.- Get the Owner to come to you. Prepare the online marketing strategy to get the owner to contact you, because he perceives that you are a good alternative to sell your property quickly and at the best price. You can implement the campaigns on Facebook and YouTube that we mentioned in 1 week and at a reasonably low cost.
Keep in mind that investing about $ 40 dollars for each property captured exclusively and at market price is a fairly low cost.
Step 5.- Take the Property Data. It is necessary to know how to take the data of a property to know it well and subsequently create an adequate description that does justice to that property. Here also comes to take the photographs correctly. Recording a video of the property is even better.
Step 6.- Post-Recruitment Strategy. You must prepare a plan to keep in touch with the owner weekly. You need to maintain the trust that the owner has placed in you. You should plan what information to deliver during this period by email and in person.
These are the steps to follow to capture real estate with high profitability and get that, as time goes by, owners contact you for your marketing actions and especially for references of other owners. How to capture real estate is not difficult as long as you implement a plan.