The real estate sector is one of the pillars of the economy within any organized society. Many business opportunities are seen daily in this sector, and hunters of supply and demand are meeting expectations about their prey. But, sometimes this is not so simple and requires a better study and understanding of the behavior of the market and of those who compose them rather than just tips. As someone said in the past, everything has a science and this is not the exception to the rule. And that’s what leads many property management companies to asking the following questions…how do we find property management leads? Is there a secret or specific technique? Answers to such questions will be discussed below.
A highly recommended technique is to broaden the range of action.
Although the locality or neighboring sectors where the real estate broker is involved may be a good source of possible deals or deals, a good strategy may be to exit and promote more regionally or even nationally. With the rise of the Internet and social networks as a support tool, this task that had once been complicated is simplified more than is believed; and allows you to explore territories that other competitors might have discarded but which had extraordinary business potential.
It can expand your properties portfolio.
It seems that leaving the comfort zone can not only refer to the radius of action as explained above, but also to the inventory that is managed with respect to the type of properties that are being negotiated. As an example, the broker may have focused on residential real estate in middle-class private urban areas, in order to provide a service accessible in a way to its customers; but could be leaving aside other sectors of the same type with better social position and obviously better valued. And maybe the demand there is greater than the possibilities.
Therefore a previous market study prior to the start of operations would be very good to apply in order to know the local trends of the areas where to operate, and how to adapt to the needs of the market and know how to attack to get the most out of it.
The sales process has to be effective
There are certain elements that are vital for the closure of a deal to be carried out in the most successful manner, because lacking them will mean lost deals and the ability for your competition to capitalize on your mistakes. In fact, you really want to close your deals in a quick fashion, often less than 10 minutes, so that the prospect doesn’t lose interest. Therefore, there are certain tips to achieve this:
o The company must have a dedicated sales telephone line and an exclusive email where the notifications can be immediately received.
o Follow-up should be done assertively, just because someone is not ready to talk right away, does not mean they will not do it in the future. It’s recommended to contact the potential customer at least three times with calls and emails.
o Information technology provides tracking tools, such as spreadsheets or information systems, that are guided to follow up which will help to have a comprehensive database that allows you to make the best decisions.