Qué le debe decir un agente inmobiliario a su cliente

Sin temor a equivocarme puedo decir que el pilar de nuestro emprendimiento inmobiliario es la comunicación. Podemos tener muchas herramientas y dominar los mejores trucos para las redes sociales, pero si no decimos o expresamos …

agente inmobiliario

Sin temor a equivocarme puedo decir que el pilar de nuestro emprendimiento inmobiliario es la comunicación. Podemos tener muchas herramientas y dominar los mejores trucos para las redes sociales, pero si no decimos o expresamos lo que quiere escuchar el cliente o no conectamos la empatía con los intereses de esta persona con la que estamos haciendo negocios, simplemente, perderemos nuestro esfuerzo, no vamos a fidelizar a las personas a nuestras ideas y simplemente no tendremos contratos efectivos en nuestro trabajo.

Lo que verán a continuación es una guía alimentada por la comunidad de agentes que colaboran con nuestro portal de información y aprendizaje. Todos los consejos que verás a son basados en años de experiencia y te pueden servir muchísimo, especialmente si estás comenzando a trabajar como agente inmobiliario en este complicado 2020.

Deja hablar mucho al cliente

¡Y prestale mucha atención a todo lo que dice! Incluso si tenés la oportunidad, tomá nota de los datos relevantes que te proporciona en la conversación, ya que te servirán para encontrar el inmueble adecuado.

En esta conversación, el cliente te contará para qué está vendiendo o comprando una propiedad, de esta forma podrás obtener si visión con respecto a los servicios que vos ofrecés y adecuarás tu cartera de opciones a lo que el cliente quiera para que sea más fácil un enganche en el negocio.

Eres la solución a sus problemas

El Alquiler, compra o venta de inmuebles es para la mayoría de los clientes una situación de estrés. Es natural que las personas quieran cerrar sus ojos y aparecer en su nueva propiedad, pero como no es posible, debes disponer de una serie de herramientas que faciliten todo lo posible la gestión legal y en lo que se te ocurra.

La idea es que vos como agente inmobiliario, seas la solución a todos los contratiempos o necesidades del cliente. Podés tener a la mano una agenda de fletes en la que los clientes puedan confiar sus mudanzas, abogados con los que puedan consultar todo lo referente a los contratos con los dueños de las propiedades.

agentes Inmobiliarios
agentes Inmobiliarios

Debes explicar el “paso a paso” a tus clientes con todo el detalle el posible

Mientras más evites el “¿y ahora qué sigue?” más confianza tendrás de parte de tu cliente. Brindarle toda la información posible sobre el procedimiento que estás administrando, eso permitirá que la persona tenga conciencia de todo lo que está haciendo y podamos encontrarla preparada cuando sea pertinente su movilización (por ejemplo).

Nunca le caigamos por sorpresa con un nuevo documento a presentar, con un requisito oculto o con una nueva condición impuesta por la parte contraria. Inmediatamente nuestro cliente comenzará a dudar de nuestra gestión y se cuestionara los movimientos que estás haciendo para conseguir el objetivo.

Para esto podés crear planes de acción delimitados en funciones y fechas estimadas o aproximadas, que presentes a tus clientes y que les sirva de guía para todo el procedimiento.

Siempre la verdad por delante

“No amigo, tu propiedad no vale 1 millón, la realidad es que vale menos y si le restamos todo lo que vas a gastar en el procedimiento, te darás cuenta que hay muchos elementos listos para atacar tus expectativas”. Tal vez suena un poco crudo, incluso, le quita las alas a la suerte, pero a veces es mejor una verdad cruel que una mentira que lo destruya todo.

Los clientes siempre tienen que estar conscientes del valor real de su propiedad. Que hay un mercado dictando los valores y una oferta / demanda alterando los costos casi a diario (y más con el desastroso dólar blue acechando en las calles a todos. Realiza la investigación pertinente, recuerda el consejo anterior y sé sincero con tu cliente. Si no está conforme con lo que vos le decís, es porque quiere que le mientan, en el mejor de los casos, solo tendrás un “te lo dije” en la puerta y podrán continuar con un precio justo, trabajando para que todo sea un ganar ganar real y sincero.

Siguiendo la misma onda de la sinceridad, procura que tu cliente te diga como va a pagar la diferencia con lo que compre, los gastos de escritura, impuestos, comisiones, honorarios, mudanza etc. Esto es importante porque muchas veces los clientes quieren vender por 100 y recomprar por 100 sin tener en cuenta todo el dinero que se pierde en el medio.

Finalmente, pase lo que pase, no lo dejes solo incluso después de finalizada la transacción. Especialmente si quiere comprar después de que venda, tal vez tenemos un nuevo negocio sin terminar el que ya tenemos entre manos y bueno… malo no es. 

Deja tu comentario y apoya a la comunidad. ¿Que le querés decir vos a esos agentes inmobiliarios que recién comienzan y quieren impresionar a sus clientes sin que se les vaya la lengua con algo indebido?

Comentarios

179 comentarios en "Qué le debe decir un agente inmobiliario a su cliente"

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