Mastering Real Estate Sales: Strategies for Success

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Selling real estate is an art that combines negotiation skills, market knowledge, and the use of modern marketing tools. In this article by GlobiHome, we will show you how to perfectly care for your client and effectively sell real estate. We will share the best strategies and reveal techniques that will help you gain more clients.

Problems and needs of clients in the real estate market

The first step in successful real estate selling is a deep understanding of the problems and needs of potential clients. Find out why the client wants to buy a property. Every client can have a different reason; some want to buy a property for themselves to move in, while others are purely looking to invest, to rent out the property, and benefit from the rental income.

Each client is different, so an individual approach is essential. The task of a professional real estate agent is to thoroughly understand the client's expectations and motivations. This allows you to tailor the offer and presentation of the property in a way that best suits their needs.

Practical Steps:

  • Active listening: During conversations with the client, pay attention to their preferences and concerns.
  • Asking questions: Inquire about lifestyle, priorities, and expectations for the new home.
  • Building relationships: Create an atmosphere of trust so the client feels comfortable sharing their needs.
  • Maintain contact: Regularly updating the client on the progress of the sale builds trust and reduces uncertainty.
Problems and challenges in the real estate market – high property prices, difficulties in obtaining a mortgage, and complex credit approval processes. Illustration shows house purchase negotiations, financial stress, and buyer challenges.

Purchasing property abroad

Remember, if you are selling properties to overseas clients, you need to know the answers to their most frequently asked questions:

  • What does the process of purchasing property abroad look like?
  • What documents are needed to purchase property in a foreign country?
  • What are the taxes on purchasing property?
  • In what installments can a property be purchased abroad?
  • Do you need to personally fly over to buy property abroad?
  • How much does property insurance cost abroad?
  • Can you get a mortgage to buy property abroad?
  • What are the associated purchasing costs?
  • What are the annual maintenance fees for the property?
  • How much can you earn from renting out the property abroad?
  • How much does rental management cost?
  • What is the agent or real estate office commission?

Selling real estate is primarily about working with people. Clients expect the real estate agent to be not only a professional but also a partner they can trust.

Know your real estate market

One of the most important steps in successful real estate selling is understanding the market on which you operate. Clients want to work with experts who know local trends and can answer their in-depth questions.

Tips:

  • Analyze real estate market data: Regularly check how transaction prices and real estate offering prices are shaping up in your area.
  • Segment clients: Understand the differences between first-time homebuyers, investors, and people looking for a retirement home.
  • Build a local network of contacts: Collaborate with other agents and local businesses to stay updated on events and new investments.

Property valuation

Estimating the value of real estate – the illustration depicts a house on a scale with coins symbolizing the costs of purchasing and investing in a property. The concept of property valuation, mortgages, and the housing market.

In modern times, property valuation is more than just an analysis of transaction prices in the vicinity. It is a comprehensive study that includes the investment potential of the area, district development plans, and the preferences of potential buyers. Experienced real estate agents use advanced analytical tools to help precisely determine the property's value. In many countries worldwide, databases are available that allow you to know real offer and transaction prices. Ensure access to current property prices in your local market.

One of the most common mistakes agents make is overpricing the property. To attract clients' attention, lower the price and propose an auction if you have multiple interested buyers for the same property.

Preparing property for sale: Home Staging, photography, and visualizations

Home staging

Professional preparation of property for sale is one of the key steps. Actions like decluttering spaces, neutralizing decor, or adding attractive decorative elements highlight the property's advantages. Well-arranged property:

  • attracts more interest,
  • allows for faster transaction closure,
  • can increase the property's value by 5-10%.

Professional property photography

Photos are the business card of the offer. High-quality photos are the key to success. Invest in the services of a professional photographer who captures interiors in the best light. If selling a plot, ensure photos clearly indicate which plot is for sale. In property photography, remember:

  • appropriate lighting,
  • angles that show the spaciousness of interiors,
  • virtual tours or videos to stand out from the competition,
  • drone photography.
Building plot for sale in a picturesque area – bird's-eye view of a green space with new single-family housing. Peaceful area surrounded by forest and single-family homes, ideal for investment or house construction.

Property visualizations

If you are selling an apartment that is not yet fully completed, it is worth presenting the client with visualizations. Property visualization shows what effect we will achieve after renovation.

Many clients are unaware of the exciting effect they can achieve when arranging a property, so ensure you provide visualizations at the offer presentation stage. Instead of publishing photos of the current state in advertisements, publish visualizations that will catch potential clients' attention. See the example below.

Apartment in its current state:

New apartment in developer state | Interior for arrangement | Spacious hallway in the apartment. Developer finish with white walls and concrete floor. Raw state with installed interior doors. Modern apartment in a multi-family building with prepared installations. Property ready for individual arrangement and turnkey finishing. Bright apartment with investment potential | Excellent location.
Modern apartment in developer state – bright hallway leading to a spacious living room with three windows and a radiator. Natural light entering the interior emphasizes the minimalist design. Ideal space for arrangement.
New apartment in developer state | Bedroom overlooking greenery | Spacious interior for individual arrangement. Bright room with a large PVC window and panel radiator. Raw state ready for turnkey finishing. Modern apartment in new construction | Ideal space for personalization. Concrete floor and white walls prepared for finishing | Complete electrical and heating installations.
Spacious room in a new apartment in developer state – large window and glazed balcony doors provide access to natural light. Bright interior with a radiator under the window and open space for individual arrangement.
Spacious living room in a new apartment in developer state – three large windows provide natural lighting, and white walls and raw floor offer the possibility of any arrangement. City view and modern radiators under windows.
Modern apartment in developer state – bright living room with large window and glazed balcony exit. Spacious interior with white walls, radiator, and natural lighting. Ideal space for arrangement.
New apartment in developer state – spacious living room with kitchenette and balcony exit. Water and sewage installations ready for kitchen installation. Bright interior with ample natural light, ideal for arrangement.
Modern apartment in developer state – spacious interior with abundant natural light. Open space with a designated area for a kitchenette and installations ready for installation. Ideal base for personal arrangement.
Modern apartment with a spacious balcony – open balcony doors let plenty of natural light into the interior. View of a green area and modern buildings. Ideal place for outdoor relaxation.


Visualizations of the same apartment:

Elegant hallway in a modern apartment – wooden doors, bright walls, and herringbone flooring create a stylish interior. Designer ceiling lighting and decorative mirrors add spaciousness. View into the living room with dining room.
Stylish hallway in a modern apartment – wooden doors, herringbone floor, and designer ceiling lighting. Hanging shelves with plants and decorative paintings add elegance to the interior. View into the bright dining room with modern lighting.
Modern bedroom with glass wardrobe – elegant wooden furniture, backlit shelves for clothes, and stylish decorative additions. Bright bedding, large mirror, and potted plants create a cozy and luxurious atmosphere.
Elegant living room with dining area in a modern apartment – large marble table, black upholstered chairs, and designer ceiling lighting. Spacious relaxation zone with a sofa, coffee tables, and TV. Wooden herringbone floor and large windows overlooking the city.
Modern living room with an open kitchen – elegant dining area with marble table, designer ceiling lighting, and a spacious relaxation zone with a TV. Stylish wooden herringbone floors and minimalist kitchen cabinetry with white fronts.
Spacious living room with an open kitchen in a modern apartment – elegant white kitchen cabinetry with a marble countertop, large dining table with black chairs, and stylish relaxation zone with TV. Wooden herringbone floor and designer ceiling lighting give the interior a luxurious character.
Modern living room in an elegant apartment – large TV on the wall, designer TV cabinet, and wooden herringbone floor. Hanging shelves with plants add a natural accent, and impressive ceiling lighting emphasizes the interior style.
Modern kitchen in an elegant apartment – white minimalist cabinets, marble countertop, and wall with a natural stone effect. Built-in oven, gas hob, and designer coffee machine. Stylish interior with wooden herringbone floor.
Elegant bathroom in modern style – marble walls, black accents, and designer hanging sink. Round mirror with LED lighting, glass shower cabin, and minimalist fixtures give the interior a luxurious character.

You can prepare visualizations using tools such as Homestyler.

Homestyler is a popular app and online platform for interior design using 3D technology. If you want to design your interior simply and intuitively, Homestyler is a great tool to start working with.

Real estate advertising on the Internet

Most buyers start their search online. Therefore, it is essential that your advertisements are visible and attractive.

SEO techniques for real estate agents:

  • Use relevant keywords, such as: "houses for sale in [city name]" or "apartments for sale [location]".
  • Write attractive and detailed descriptions, highlighting the property's advantages, e.g., "spacious living room with park view" instead of "large living room".
  • Optimize listing titles, to be catchy, e.g., "Modern apartment with terrace in city center".
  • Remember to include a call-to-action (CTA), e.g., "Call now to schedule a property viewing!"

With these actions, your advertisements will rank higher in Google search results and on classified ad portals.

Using social media in real estate sales

Social media is one of the most powerful marketing tools. Platforms like Facebook, Instagram, LinkedIn, YouTube can help reach new clients and increase the reach of your offers.

How to do it?

  • Create engaging content: Post property photos as well as success stories and testimonials from your clients.
  • Publish interesting videos: Attract clients' attention with a virtual property tour or drone footage showcasing the area.
  • Engage with your audience: Respond to comments and messages, building relationships with potential clients.
  • Use paid ads: Target on Facebook or Instagram allows you to reach people looking for properties in your location.
  • Build your personal brand: Regularly publish valuable tips for buyers and sellers to gain followers' trust.
  • Be an expert on industry blogs: You can become a free co-author of articles on our GlobiHome blog. Details can be found in the partner section HERE >>

Remember that social media publications need to be regular to bring you results.

Real estate negotiation - effective techniques

Negotiation is a crucial element of real estate sales. The ability to understand both sides' expectations and find compromises can determine the success of a transaction.

Real estate negotiations – illustration shows a handshake symbolizing the conclusion of a house purchase agreement. Contracts, percentages, and financial symbols reflect key aspects of mortgages, interest rates, and real estate transactions.

Best real estate negotiation techniques:

  • Quick communication: Responding to client inquiries within a few hours maximizes trust and the chances of closing a deal.
  • Listen attentively: Understand the needs and concerns of both parties to offer the best solution.
  • Prepare data: Use market reports to justify the property price.
  • Be flexible: Find solutions that benefit both the seller and the buyer.
  • Paraphrase: Repeat in your own words what the other party has said to show that you understand them. Example: "I understand you are concerned about the construction completion date for the property."
  • Acknowledge concerns: Express understanding for the other party's concerns, even if you disagree. Example: "I appreciate that the price issue is crucial for you."
  • Avoid counter-arguments: Instead of immediately presenting counter-arguments, first accept the interlocutor's point of view. Example: Instead of saying: "I disagree, our offer is the best in the area," say: "I understand you have doubts about our offer."

By applying these techniques, you build an atmosphere of mutual respect, increasing the chances of reaching an agreement beneficial to both parties.

Automation and tools for real estate agents

Use modern technology to significantly improve your work as a real estate agent. With automation, save time and focus on building relationships with clients.

Tools you should know:

  • CRM for real estate agents: Manage contacts and track sales progress (e.g., Pipedrive).
  • Applications for virtual tours: They allow clients to see the property without leaving home.
  • Google Ads and SEO: Position your website and reach clients through paid campaigns. It's the fastest way to gain new users for your website today.

Building client relationships in the real estate market

Trust is crucial in the real estate industry. Clients are more likely to recommend agents they had a positive experience with.

How to build relationships:

  • Always be honest and transparent.
  • Regularly contact clients after transaction completion.
  • Ask for feedback and recommendations, which you can post on your website or in your Google profile.

Continuous improvement and education in the real estate market

The real estate market is dynamic, so it is crucial to continuously enhance your skills. Attend training sessions and utilize educational materials available online.

Practical Steps:

  • Real estate training and workshops: Attend courses on sales, negotiation, and marketing.
  • Industry literature: Read books and articles on current real estate trends.
  • Networking: Connect with other real estate agents to exchange experiences.

By integrating these strategies into daily work, as a real estate agent you can significantly increase your effectiveness and build lasting relationships with clients.

FAQ – How to effectively sell real estate?

What are the most important steps in selling real estate?

The most important steps are: understanding client needs, proper property valuation, professional preparation of the property (home staging), optimizing online listings, and effective negotiations.

What is home staging and why is it important?

Home staging is the process of preparing a property for sale to highlight its features. A well-prepared property attracts more buyers, can speed up the sale, and increase its value by 5-10%.

How to prepare an effective real estate listing online?

An effective listing should include an attractive title, a detailed description using appropriate keywords, and high-quality photos. Add a call-to-action (CTA), like "Contact us now to schedule a viewing!"

What are common mistakes made in property valuation?

The most common mistake is overpricing the property, which can deter potential buyers. Base prices on real market data and be ready for negotiations.

Is social media effective in selling real estate?

Yes, social media is very effective. They enable reaching a wide audience, building relationships with clients, and presenting properties in a modern way.

What are the most common questions from foreign clients buying properties?

Foreign clients inquire about the purchase process, required documents, taxes, associated costs, the possibility of obtaining a loan, and managing the property remotely.

Summary

Selling real estate is demanding but incredibly rewarding work. The key to success lies in combining professionalism, modern marketing techniques, and building relationships with clients.

If you apply the above strategies, you will increase your chances of success and build a solid reputation in the real estate market. Remember, each property and each client presents a new opportunity for growth and skill development. If you are looking for new clients and want to become a co-author of articles about your properties, you can contact us. We will publish an article with you for free in appreciation of reading our GlobiHome blog. Details can be found in the partner section HERE >>