Human beings are essentially social beings. Even in an increasingly digital age, property buyers still value personal connection when it comes to real estate transactions. The question is, how can you create this connection in the era of ‘physical distancing’?
There are some steps you can take to make your open-home experience more personable for buyers.
Train your emotional intelligence
As you know well, being a successful real estate agent has a lot to do with connecting with potential buyers in a meaningful way. That’s where emotional intelligence comes into play.
According to Psychology Today, emotional intelligence is the “ability to identify and manage your own emotions and the emotions of others,” being perceptive and empathetic. Of course, this is a critical skill for real estate agents, and even more so in uncertain times like these where emotions are heightened.
Here are five quick tips on emotional intelligent communication at home opens, including:
· Take the time to understand what each of your prospective buyers need.
· Show enthusiasm for the house you are selling.
· Focus on your conversation skills.
· Know the house and be prepared for any questions that buyers may have.
· Treat all buyers like genuine buyers – and be readily available to all of them.
Like to increase your emotional intelligence? Check out this helpful step-by-step guide.
Greet visitors warmly
You know how important first impressions are when selling property. From creating compelling property listings through to home staging and curb appeal, marketing a house means more than just listing it.
You need to engage your buyers (and create an emotional connection with them) at any stage of their journey. And the way you interact with them is as important as the house itself.
Make sure you greet your attendees warmly, even while maintaining physical distancing. Remember: buyers may feel extra conscious about entering someone else’s home, so it’s crucial to make them feel welcomed. Greet everyone with an upbeat and friendly tone of voice. Then, without pressuring them, find out more about what they’re looking for, their dealmakers and dealbreakers, their needs and wants. Highlight the top features of the property, and don’t forget to get their feedback.
Make it comfortable for them
Attending open homes is a multi-sensorial experience. As they walk through the house, prospective buyers need to feel comfortable and at ease – they will be more likely to imagine themselves living in it.
Set a comfortable temperature and ensure the property is ventilated to avoid dampness. Let the sunshine in, turn on every light, and consider adding an extra lamp in dark rooms. Soft music in the background and a light scent can also help create a relaxing atmosphere – as long as the scent is natural and not too strong (some people are sensitive to artificial deodorizers).
Lastly, while physical distancing and contact tracing remain in place, you may want to open closet doors ahead of the viewing, so buyers can check out the storage space without having to ask you to open those for them.
It’s time to restart the property market
Recent events have temporarily pressed pause on the property market, but as REINZ chief executive Bindi Norwell recently said, “now it’s time to get the country back up and running.”
The reality is, buyers and vendors missed open homes as much as you did. The key thing is to make the whole experience as engaging and memorable as possible while keeping people safe.
At Lifestyle Finance, we work with agents and vendors who are looking to add a ‘wow factor’ to their property listings. Our ‘advertise now, pay later’ finance option is designed to help your vendors fund a premium property marketing campaign – what’s more, they won’t pay anything for the first three months. Does your vendor’s property need a spruce up before going on the market? We can help with that too.
Visit lifestylefinance.co.nz to learn more, or give us a call on 0800 100 265 to talk with our team.
Disclaimer: Please note that the content provided in this article is intended as an overview and as general information only. While care is taken to ensure accuracy and reliability, the information provided is subject to continuous change and may not reflect current development or address your situation. Before making any decisions based on the information provided in this article, please use your discretion and seek independent guidance.