10 secretos para captar propiedades en exclusiva
1ª Parte del artículo: Captar una propiedad en exclusiva y como convencer al propietario.
2ª Parte del artículo: 10 secretos para captar propiedades en exclusiva.
En el segundo capítulo de este artículo de cómo captar propiedades en exclusiva, desvelo 10 secretos que te ayudarán a conseguir propiedades en exclusiva para tu agencia inmobiliaria. Todos estos secretos han sido probados y puedo asegurar que funcionan.
1. Crear un dossier de captación. Cuando acudas a una captación de propiedad, no cometas el mismo error que la mayoría de los comerciales: echarle un vistazo a la vivienda, tomar los datos y sacarle unas cuantas fotos.
Debes sentarte con el propietario, conversar con el, y presentarle tus servicios con la ayuda de un dossier de presentación. En este dossier puedes poner información de tu agencia inmobiliaria, los servicios que ofrecen y dar información útil con datos y gráficos para captar la propiedad. Sorprenderás al propietario con tu profesionalidad y conocimientos y te diferenciaras de todos los demás comerciales.
2. Elaborar un informe de valoración gratuito. Ofrécele al propietario un informe de valoración gratuito de su propiedad y asesórale para fijar un precio de venta competitivo. En el informe puedes poner datos de viviendas similares y el precio por metro cuadrado de la zona. Este informe te ayudará mucho si el propietario pide demasiado por su vivienda. Con datos reales podrá ver que su precio de venta deseado esta fuera de mercado.
3. Dibuja un plano de la vivienda. Pídele al propietario un plano de su vivienda. Si no lo tiene, tardarás de minutos en hacer uno tú mismo durante la captación. Este croquis te servirá para explicar la distribución de la vivienda a posibles compradores. Además, nadie más lo hará y el propietario verá lo profesional que eres y lo mucho que te esfuerzas por vender su propiedad.
4. Crea una ficha informativa de la propiedad. Puedes crear una ficha de la propiedad que incluya toda la información de la vivienda y las fotos destacadas. Te será muy útil para dársela a posibles compradores durante la visita. También puedes enviarla por email a un cliente que te pida información por teléfono o tu página web. Existen muchos programas con los que puedes diseñar esta ficha de una manera rápida y fácil.
5. Crea un dossier de la propiedad. Una vez hayas recopilado toda la información de la propiedad (escrituras, plano de la vivienda, ficha informativa de la propiedad, etc.) puedes crear un dossier de la propiedad y meter toda la documentación en una carpeta. Llevala a todas las visitas de la propiedad, para que los clientes vean lo profesional y organizado que eres.
6. Invierte más en publicidad. Explícale al propietario que si tienes la propiedad en exclusiva, puedes invertir mucho más en publicidad. Hazle ver las ventajas de firmar la exclusiva contigo: con más inversión en publicidad, las posibilidades de vender su propiedad al mejor precio son mayores.
7. Dale información gratuita. Regálale una guía informativa gratuita de cómo evitar los principales errores a la hora de vender su propiedad. Esta guía la puedes elaborar tú mismo y resumir los principales errores que cometen los propietarios cuando venden su propiedad y como evitarlos.
8. Tomate la venta de su propiedad muy en serio. Si eres capaz de transmitirle al propietario que te tomas la venta de su propiedad muy en serio, confiara en ti.
9. Explícale los riesgos de trabajar con agencias poco cualificadas. Hazle ver al propietario los riesgos que corre si le da la venta a varias inmobiliarias. Es importante que sepa que no todas las inmobiliarias están cualificadas y son profesionales. Además, trabajar con una sola inmobiliaria es mucho más cómodo y le evitara muchos dolores de cabeza y pérdidas de tiempo.
10. Crea un servicio de venta VIP para clientes selectos. Con todos los secretos que te he contado, puedes ofrecer un servicio de venta exclusivo para tus mejores clientes. Ponlo en tu publicidad y explica lo que ofreces. Te garantizo que el teléfono no parara de sonar.
Hola Jean Paul, definitivamente me encantan tus articulos, lastima que no me queda mucho tiempo de leerlos todos, pero poco a poco los ire leyendo, por que me dan muchas ideas que enriquecen mi actividad. Gracias por compartir tu experiencia con nosotros.
Se que en España hay muchos Colombianos que estan invirtiendo aca en Colombia en proyectos nuevos o inmuebles usados, podria ser un nicho de mercado?….
Se te ocurre algo? Bueno continuara….
Un super saludo!!
Olga Ines
Definitivamente es en buen nicho de mercado en el que especializarse. Podría ser interesante crear una página web con información para este tipo de cliente que desde España busca propiedad para comprar en Colombia. Se trata de investigar un poco y estudiar si es viable.
Creo que una sección en 3d, con el coste que supone y como ejemplo de herramienta de venta puede funcionar también de cara al propietario, mejor que un plano hecho por uno mismo. Verá que tus herramientas de venta son buenas y, con solo una de ejemplo, se sentirá seguro de que deja la promoción/propiedad en buenas manos.
Es más, si yo fuera propietario valoraría esa pequeña inversión porque vería que, como persona que quiere llevar mis ventas, eres capaz de poner de tu parte incluso un cuantía pequeña de capital
Tienes razón Marcos,
Para los lectores que no lo sepan, una sección 3d es un plano de una vivienda en 3d. Normalmente se “seccionan” o se cortan las paredes para ver la distribución interior con muebles. Ayuda a imaginarse una vivienda terminada si esta aun no esta construida.
Sería una muy buena idea poder crear secciones 3d para todas las propiedades en venta de una inmobiliaria. Quizás una mejor opción sería un recorrido virtual de la vivienda o bien uuna imagen con vista de 360º.
El gran problema con esto es su coste elevado y no todas las inmobiliarias estarían dispuestas a pagarlo.
Felicidades por el blog, la info es excelente…
Creo que mas economico es grabar un video de la vivienda interior y exterior luego mostrarlo alos posibles compradores
y si lo que se quiere es mistrarlo en una paguna web es preferible convertirlo a video flash y con eso se soluciona el alto costo pues una cmara de video las hay muy economicas
Hola muchas gracias por tus articulos, me gustaria que me envies informaciòn, soy un nuevo agente inmobiliario y quiero esos tips para comenzar
muy bueno todo lo que ofrecen ,me gustaria en algun momento participar en los cursos,cactacion de clkientes ,atencion telefonica etc.manden informacion y direccion gracias esteban.
ME INTERESA MANDEN POR FAVOR TODA LA INFORMACION , APRNDO CUESTIONES QUE NO SABIA GRACIAS. ESTEBAN ,
Muy buena informacion, si puede ser me gustaria que me mandes mas tips y datos.
Felciitaciones por el blog.
Emiliano de Banfield
me parece muy bien si es posible que me mandes mas informacion,,,, gracias
Muchas gracias por toda la informacion que nos diste, es de gran utilidad, y la verdad me pusiste a pensar en situaciones que no estaba manejando bien..
Gracias, sigue escribiendo…
Scabo de encontrar el blog y me parece interesante la posibilidad que nos das a personas que se están iniciando en el negocio.
Desde Chile, muchas gracias.
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