This article was originally published in Propertyfinder Trends 2017, Vol 3. In October 2017 we surveyed over 500 Propertyfinder users on their real estate search preferences, and what they look for in an agent. Here are some of our most interesting findings.
How to land the client
These are the top 3 qualities consumers look for in a broker:
- Knowledge of the building/area/local market
- Demonstrated trustworthiness
- Quick response time
Good to know: Consumers are not so fussed about agents speaking their mother tongue, this ranked last for consumer preference. TAKEAWAY: Make sure you know the area you operate in well before seeing your client. You are likely to get one shot, so be prepared to answer questions about the building, area, owner or landlord, completion dates for off-plan, and fees.
What to expect from clients
- It takes house seekers an average of one to three months to nd the right home.
- Almost all consumers expect you to help them negotiate the price (88%). They expect to receive “clear and honest advice” and don’t like to be forced or pressured into making a decision.
- If they’re happy with your service, nine in ten will recommend you and seven in ten will stay in touch with you to help them with their future home seeking.
TAKEAWAY: Patience is key with a one to three month search cycle, and being a client’s advocate on price goes a long way. You’ll get more repeat business if you don’t pressure a client and can provide sound advice.
Remember the basics
When browsing through listings, here is what consumers are looking for in order of importance:
- High-quality photos
- Detailed property description
- Status of the property’s contract
- Your contact details
- Area guides.
TAKEAWAY: It may seem simple, but providing accurate, detailed information is critical to getting a lead. Make sure your phone number and email address are up to date, and always have voicemail available if you’re out of reach. Provide as much detail as possible under the property description, and use only high- quality photos that represent the property at its best.
Keep your phone close
I want someone who actually calls me BACK!
Actual quote from a respondent More than a third of consumers expect you to follow up the same day, and one in ve expect you to contact them one to six hours from the moment of enquiry. Many consumers complain they don’t receive a call back at all. Don’t be that broker. TAKEAWAY: With our Call Tracking feature, you can easily see the calls you’ve missed and call them straight back.
How customers find you
55% of consumers engage with two to three brokers, and 20% choose to work with one broker only. Nearly two out of ten found their agent through word of mouth. How did you find your agent?
TAKEAWAY: Give a great first impression, keep your phone on and you are more likely to be the one they will want to work with and recommend you to friends. Click here to read the full report online (Adobe Flash required) or click here to download the PDF. To request a printed copy, drop us a line at marketing@propertyfinder.ae
