Where can a novice realtor look for a buyer for an apartment?

To navigate the real estate market when buying a home, correctly evaluate options and avoid fraud, and find a house or apartment at an affordable price, you need a competent assistant. He is a realtor who provides services to buyers, home sellers, those who want to rent an apartment or warehouse, or exchange their home for real estate in another city.

To those who do not directly interact with people in this profession, it may seem that working with real estate is simple and brings quick money. But, in fact, there are many nuances and complexities in it, just like in other specialties and professions.

First of all, in order to have a good income, a real estate agent constantly needs clients. How can a realtor find clients and successfully conduct transactions, how to remain a sought-after specialist in the market? It is difficult for a newcomer to a real estate agency to gain experience and authority, but experienced specialists have many secrets in their activities.

There are many competitors in this profession; in every city there are a large number of agencies and realtors who prefer to conduct their activities independently. Therefore, it is important to have advantages that can attract the client.

ATTENTION! Over time, authority will work for the agent, good reviews will help to find new customers.

Peculiarities

The functions of a realtor, working in an agency or independently, are varied. This person doesn’t just navigate his clients’ properties, making a profit from the transaction:

• In order to constantly earn money in the profession, an agent must have a large base of clients and real estate for sale. It needs to be constantly replenished. Every day, the agent monitors the appearance of new properties, immediately finds out their features and terms of sale.
• A good specialist should monitor changes in the housing market and changes in legislation. It is important that clients participate only in safe and legal transactions, so the assistance of a realtor should exclude fraud and violations of the law.
• A realtor must be able to evaluate housing based on its technical and operational characteristics. A specialist who values ​​​​his image and wants to work in this field for a long time and successfully will not advise the customer on an emergency apartment or other housing with a catch.
• For fruitful communication with a client, it is advisable to have at least a little understanding of psychology and to know the city well.

Those who want to become a realtor need to know that they will have to work irregularly, meeting with clients on weekends, late in the evening.

Difficulties

Long working hours can pay off with good profits from sales and purchases, rentals or exchanges. But the difficulty of work lies not only in the lack of normal days off.

With a lot of competition, it is difficult to maintain your image, especially for a novice specialist, to constantly find clients and satisfy their requests regarding the purchase or sale of housing. How do realtors look for buyers and maintain their active activities and gain experience?

Database formation

There are several proven methods that have already proven themselves in the work of real estate agents:

1. Many real estate office workers begin to look for clients among their friends, relatives, and neighbors. A newcomer to this field can ask friends to spread information about his activities.
2. If you think carefully, you can remember a whole list of people you can contact and offer your services in the present or future. It is advisable to have stylish business cards with contact information. And business cards can catch the eye of complete strangers, which will also increase your customer database.
3. Finding clients is not so easy; you need to spend time, effort, and sometimes even money. You should set aside more than one hour of time to call all the people with whom you are in some kind of contact. You can write to them by email or on a social network. Each realtor needs to promote his name independently.
4. You should talk about your services in competent literary language, talking about assistance in finding housing or a buyer for an apartment.

Even the agency does not advertise its employees; only real efforts produce the necessary results. You shouldn't be too intrusive when presenting your services.

ATTENTION! Friendliness, subtle humor, efficiency - these qualities will make a good name.

Where can I find contacts for calls?

The Keller Center company conducted a study: it distributed to realtors the telephone numbers of all residents of small towns, which it collected directly from the directory, without having any idea whether they were interested in real estate issues or not. Realtors had not previously worked in these regions, so no one from the telephone database could be their clients. Agents had to call everyone, offer their services and check how many contacts would result in a meeting. , only 1% of cold calls resulted in it (that's one contact out of every 330 calls).

It turns out that calling a “raw” database and hoping to find clients in it is too long and ineffective. Experienced realtors don't do this. They call those who are currently selling or buying real estate. Here is a list of sources where you can find future clients:

1. Electronic bulletin boards
2. Groups on social networks where real estate is sold and rented
3. City forums with the “Real Estate” section
4. Advertisements in newspapers
5. Notice boards that hang near the entrances to the entrances

But do not expect that every such call will attract clients, because people are not always ready to work with a realtor.

Dmitry Spinov, private realtor: — I called those who left messages about searching for rental housing in public advertisements on social networks. As a rule, people wait for the owner to call because they are not ready to pay a commission to the realtor. Because of this, many refused my offer. It was possible to arrange a meeting only when I immediately offered suitable apartments to people at a reduced price - fortunately, a realtor always has such options. Thus, usually out of 10 calls we managed to get 1-2 clients.

Read on the topic Refusals are unpleasant to listen to, but according to statistics, sales occur only after 5 contacts between the seller and the buyer. Read our blog on how to be persistent and what to say on the phone to make a “cold” interlocutor your client.

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Help from professionals

There is a category of people who, due to their work, constantly have information about who is getting married, who needs new housing due to the birth of a child, who has moved to the city and needs a permanent home.

Such “useful contacts” can be used profitably in the work of a real estate agent. Who will always replenish the client base with new and up-to-date information?

• Employees of housing offices, management companies, and various utility companies often communicate with residents of apartment buildings. And they may know about upcoming plans to purchase an apartment. If you leave them agent business cards or simply maintain constant contact with them, you can receive the latest and most verified data.
• It is not surprising that those who participate in organizing and holding family celebrations may also have the necessary information. For example, the host at a wedding may hear that a young couple will be looking for a house or apartment for themselves.
• But funeral agency workers will tell you about the possible sale of a home at a particular address. They serve bereaved families and may have important information.

Such information that “informants” will provide will significantly help increase the number of clients. And it wouldn’t hurt to be grateful for your help.

How realtors find apartments

Let's look at ways to look for real estate properties for sale in Moscow and any city, and tips on working with advertisements.

Find out effective ways to increase your real estate agent's client base.

Clients submitting advertisements are divided by age:

• The younger generation submits advertisements to Internet sources;
• More mature, in the old fashioned way - to the newspapers;

You can use paid web services that select ads from hosts, but even they often make mistakes. There is no more accurate selection than manual selection! It is painstaking, but it saves time that you will spend on useless calls bumping into other brokers.

How to search for apartments as a realtor using advertisements:

1. The date of the announcement is the earliest, unlike others selling housing at this address;
2. The cost of the property is higher than in similar advertisements and analogues;
3. The description is not always complete and detailed;
4. Photos with poor lighting and unimportant details, for example, a photo of a chandelier (why does the buyer need it, but the owner likes it);
5. There is not enough information about the readiness of the documents (the owner does not understand what is needed and it does not matter to him, he hopes that a prepared buyer will come, but he has an apartment and this is the most important thing);
6. Places not only on popular sites, and sometimes only on them (here 50/50);
7. A price with a large number of zeros (intermediaries add their own margin to the price and this distinguishes them);
8. The signature at the end of the ad is the owner, the owner.

Regular monitoring of the appearance of new advertisements will allow you to timely identify the property from the owner

Online bulletin boards offer paid subscriptions to new properties - set up a filter by area, city and subscribe, saving time on manual selection.

Spend at least 2 hours a day working with advertisements! Do not call all advertisements in a row without prior preparation and finding out all the information!!

Algorithm of actions:

1. Manual selection of advertisements from owners;
2. Text analysis, collection of information about the property, price options;
3. A call in which you find out who you are talking to and all unclear questions about your home.

Critical disadvantages of beginner specialists:

• lack of experience in developing customers and facilities;
• lack of skills;
• low authority;
• no confidence in the future;
• and most importantly, sometimes there is no desire to overcome difficulties.

The listed number of reasons leads to the fact that young people quickly “merge”; they are not ready to trample on the thresholds of other people’s apartments, which they may never buy, engage in posting advertisements, study at the same time and wait at least six months for their first commissions.

Let's dwell on the main reason for newcomers leaving a real estate company after a few months - the lack of real clients. They cannot answer the question - where to find an owner? And we will try to suggest, give advice, introduce methods from professionals who will tell you how real estate agents find a home owner.

From experience: competent viewing of housing by a realtor

Work on sites

A good realtor will not sit in the agency all the time, waiting for a lucky break. Now there are enough ways to contact any real estate office, any of its employees. There are telephones, email, social networks, website services.

To recruit clients, you need to work in the city, study supply and demand, specific apartments for sale. And it’s worth conducting your search for service customers with the help of residents of various microdistricts.

Near every house you can find elderly people relaxing on a bench, young mothers walking with their children. You can contact them, introduce yourself, tell them about your work and ask for help and advice. Perhaps they will talk about apartments for sale or simply take business cards to distribute to friends.

IMPORTANT! It is necessary for strangers to trust the realtor, so you should have an identification card with you.

Call script for realtor

In this script, a realtor makes a call to the owner of an apartment for sale through one of the real estate sites.

You: Hello. Alexey? (Specify the name from the advertisement). Client: Yes, good afternoon. You: My name is Alexander. Found your apartment on (site name), are you still selling it? Client: Yes You: Great, the address is Parkovaya, 51, correct? Client: Yes You: I’m from the real estate agency “...” and I’m just looking for a two-room apartment in this area for my clients, can I ask a few leading questions about your apartment? Client: Yes, ask. (Here we see the “three yeses” principle in action) You: You are the owner of this apartment, right?

You: A very realistic period for selling an apartment like yours is 2 months (determine this in advance from your experience). Can you tell us more about the condition of the apartment? Client: (Describes the condition) You: Thank you for your answers. I also wanted to clarify, are you considering the option of selling an apartment with a realtor?

If the client refuses your services, before hanging up, try offering to meet anyway. Say that the meeting does not oblige you to enter into an agreement.

How a cold call from a realtor happens in reality, see the video for an example.

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Where can I advertise?

Advertising moves both goods and services. And she is an important ally for the real estate agent if he wants to operate successfully and profitably in his place. A competent specialist looks for clients and presents his services at the same time. You can develop a variety of types of advertising, using them for your own purposes:

1. It is important to present yourself favorably at all kinds of social events.
2. Despite the constant expansion of the Internet, print publications also remain popular platforms for advertising. You can advertise your services in both real estate newspapers and the regular advertising press. Older people will read an advertisement in a newspaper faster than on a website page.
3. The advertising industry offers many printed products for information about services. Various leaflets, prospectuses, business cards - you can order such sources of information for yourself at least at the beginning of your career.
4. Real estate agencies and private realtors actively use advertisements for the sale or purchase of an apartment, posted on notice boards at entrances. All residents see them, the phone is easily disconnected, so the advertisements are always effective and bring good results.\

Various meetings, exhibitions, and receptions are constantly organized in every city. They provide a place for profitable clients for realtors who sell or buy expensive real estate, including commercial real estate. And the agent’s income also depends on the price of the object. Therefore, you should not miss this chance to find a customer.

You need to be attentive to other advertisements for sale or purchase. Often they are given by the property owners themselves if they do not want to work with an agency or do not know how to find a good realtor.

You should explain to them the benefits of cooperation with you, and, if possible, inform them about existing applicants for the purchase of housing . The conversation should be calm, friendly, and inspiring trust. It is worth presenting data about yourself and your experience.

Even if the apartment owner wanted to look for a buyer on his own, the presence of a ready-made buyer will persuade him to cooperate with a real estate agent.

ads

The most effective method of disseminating information seems simple at first glance, but this matter also has its own nuances. Ads can only be posted in designated areas.

Many cities have adopted regulations prohibiting the posting of advertisements, including those for the sale of real estate, on house doors, walls, trees, poles and other surfaces. Violation of this rule can result in a hefty fine.

If the city administration cares about its cleanliness and order, special notice boards are placed throughout the locality, and they are posted at each entrance:

• Such an advertisement should be concise, understandable, and contain specific information. A few words and a phone number are enough.
• If we are talking about a specific apartment, you need to indicate the number of rooms, location in the city, and several other information. You can also specify the price.
• Announcements can be typed on a computer or done by hand. Handwritten texts about selling or buying are of interest to those who want to deal directly with the home owner.
• You need to tape off areas methodically, not missing courtyards and houses, because realtors don’t know where potential clients live. The text should be at such a height that anyone can read it without effort.
• You can post advertisements yourself or with the help of a specially hired person. But he must be responsible, decent, and fully fulfill his duties. His work is paid and must produce results. You can negotiate this with someone you know who you can trust.

Internet resources and cooperation with developers

You should definitely take advantage of the possibilities of the Internet. It is not necessary for the agency to have its own website; it is enough for it to include information about itself on a common resource for city agencies.

On the pages of special services you can present your advertisements for sale or purchase; it is advisable to accompany them with photographs of objects and useful information about them.

ATTENTION! Real estate agencies can enter into agreements with developers, offering their services in finding buyers for new apartments. This is beneficial, since there is great interest in new buildings, and you can work on many objects at once.

There are many ways to find clients; experienced agents use each of them to their advantage, without missing out on any opportunities. If at the beginning of work you have to spend a lot of time and effort filling the database, then more time can be devoted to specific transactions.

Automate your work with scripts

It is almost impossible to memorize all the questions and answers, so realtor cold calling scripts and sample answers should always be at hand.

Imagine that you are sitting in your office and are about to call potential clients. Open a table with your client base, then look on your computer for a document with a call script. When talking, information from the interlocutor needs to be recorded somewhere. To do this, you open another file. And now the work begins: in one document you take the number, in another document you look at the script, in the third you write down information, and at the same time you also talk to the client - you have to switch between tabs every now and then. With such multitasking, it is easy to get confused and not record important information, or not respond to an objection in time and miss the client.

It is difficult to work when all the data is in different databases. It is much more convenient to store them all in one place. And this is possible with a CRM system. Using the cloud program for realtors SalesapCRM as an example, we will show what this looks like.

You create a new request in the system, and a checklist with a script automatically appears in the card of this request.

This is what a request card with a call script looks like in SalesapCRM

At the same time, you read the script and record the information in the same card.

During a conversation, you can write down the client’s wishes on the right side of the card, while keeping the script open on the left.

If the interlocutor agrees to your offer, then simply add the client’s contacts to the card - now he is in your sales funnel.

Don’t be afraid of cold calling, just look for clients on the right sites, keep cheat sheets in front of your eyes, choose the right time, practice in advance and register with SalesapCRM. Don’t give up additional opportunities to speed up your work and work more successfully with new clients!

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Author : Oksana Dubinetskaya