A real estate agent has many functions within the real estate business process. Among them is the capture of real estate, a task that requires consistency and dedication from the professional. The activity involves searching, discovering and formalizing the entry of new properties in the real estate portfolio. Thus, the task is still seen as hard and challenging work for all professionals in the market.
However, in times of high competitiveness in the real estate market, some actions can be taken to increase the capture of properties. In this article you will understand what it means to capture properties, the main challenges of the task and how to overcome them. Check out!
What is real estate capture?
The capture of properties aims at the prospecting of new properties to integrate the real estate portfolio of the real estate company or the portfolio of the broker. Basically, the professional must search for properties available for sale or lease, destined for specific demands or not.
The process involves looking for the best business opportunities. For this, the broker must pay attention to some issues such as knowing the market trends, pricing the property in the correct way, in addition to assessing the regularity of the property’s documentation. Another very important point that can help a lot in this property acquisition is the use of social networks for the process.
What are the main challenges in capturing real estate?
The process of capturing real estate is a very important part of a broker’s job. However, the task involves some challenges:
1st challenge: Superintendents, janitors and porters
One of the main difficulties pointed out by brokers in the process of capturing properties is to overcome the barriers imposed by the employees of the condominiums. Liquidators, janitors and porters can prevent the broker from entering the building. In other situations, when there is no connection with these professionals, they may end up indicating the properties available to other brokers.
2nd challenge: self-sufficient owners
In some cases, the owner of the property believes that he himself is capable of selling real estate, choosing not to use an intermediary. Although these situations are challenging, it is possible to deal with this type of owner through successful cases and social tests. In this way, the broker demonstrates his results obtained in other negotiations and how it benefits his clients.
Always remember to emphasize these benefits. Score about the safety of making a sale with the help of a specialist and how the reach of the property can be expanded with the use of its portal and opportunities.
3rd Challenge: ethics in the profession
One of the most difficult challenges to be overcome is with regard to professional colleagues. This is because, some brokers choose to receive a lower commission than that established by the Regional Council of Realtors (CRECI). Thus, salespeople choose these professionals, making the market’s competitiveness unfair.
Unfortunately, this lack of ethics in accepting a reduced commission is difficult to resolve. Thus, always choose to work within the values imposed by CRECI. That’s because accepting to receive less is also a way to devalue the profession of realtor.
How to capture and expand your real estate portfolio?
Have a professional attitude
Real estate transactions deal with businesses with very high values and that is why it is essential that brokers obtain the trust of customers. This can be achieved through a professional attitude and contrary to what many think, it goes far beyond the professionals’ clothing.
Mainly, it is essential to maintain an ethical and correct posture, always maintaining the transparency of your actions, in addition to always adhering to legalities and deviating from unfair tactics and with misleading information. The presentation is also important, of course, but it need not be reduced to wearing a suit and tie. The use of social and sober clothes contributes to demonstrate competence and seriousness, but the use of good education will always be the most effective.
Understand the needs
The secret of a good real estate business is the ability of a broker to understand the requirements and particularities of his audience. This ability allows the capture of properties to be more efficient, which makes a difference in the composition of the business offerings. This process may involve the analysis of some items, such as: location, common areas, footage and parking spaces. These specifications are important when capturing real estate and for real estate valuation.
Another very important point is to assess the reasons that led to the loss of customers. From this analysis it is possible to understand what the errors were and what can be done so that they are not repeated.
Establish more than one communication channel
A decisive point for people to decide to work with a broker or real estate agent is the availability of professionals. In times with increasingly busy routines, it is very important that brokers do not limit their opening hours, as these may not be feasible for the clients’ routine. Another issue concerns telephone lines. Ideally, professionals should keep their cell phones on and with at least two different carrier numbers available.
Checking your email daily is also critical. That’s because, the speed of the response can be decisive for closing a deal. Therefore, responding to potential customers with a maximum of one day of waiting is ideal. In addition, a very interesting and democratic communication channel is the use of WhatsApp. The platform is one of the most popular forms of communication in Brazil and ensures that, unlike a call, you receive messages from several customers at the same time.
Creating connections is the lifeblood of a real estate broker. These connections should not be limited to other individuals operating in the real estate market. Establishing a good relationship with landlords, caretakers, garages and porters can guarantee valuable information about properties that will be available, in addition to helping to overcome the challenge of imposing barriers by condominiums.
As stated earlier, one of the factors that must be analyzed is the location of the developments. In addition to being very important for real estate valuation, mapping the regions is a good attitude for those who want to differentiate themselves in the process of attracting funds. In this way, the broker can position himself in front of other professionals and thus find great opportunities.
Ideally, the broker should have no preconceived ideas about the best regions. This is because, some neighborhoods considered noble may not offer the ideal properties for their customers. On the other hand, there are neighborhoods on the rise, whose areas have not yet been valued, but which have the potential for great development. This prospecting can be done in locations that are receiving real estate developments. Areas where subway stations or shopping malls are being built may be ideal.
During prospecting, the broker can assemble what we call “educational materials”. When analyzing the strengths of a region and recording this information, either in an e-book or in a presentation, this can later be presented to buyers or posted on social networks. Therefore, gather information such as basic services available, shops, nightlife, restaurants and shopping and leisure centers. If possible, attach images of the region at different times of the day to add value to the material.
Understand the real estate market
Another very important competence for the successful realtor is his knowledge of the real estate market. Knowing your trends is essential to increase the capture of real estate. In this way, the professional will be able to anticipate the competition and win the trust of the unit owners.
For this, follow daily news related to the sector. The Internet can be an excellent ally in this process. Always search on trusted sites to be always up to date. Casa Mineira Imóveis, for example, has a blog that gathers articles with various subjects on the real estate market.
Have a reliable portal
The process of capturing real estate is closely related to the trust that customers have in the broker and the real estate company. Therefore, it is important to invest in a good disclosure of the properties and the brokerage. However, offline advertising is no longer as effective as before. Thus, the use of digital platforms may be the solution.
In addition, it is also possible to have portals already established on the market. Casa Mineira Imóveis, for example, has a reliable portal that has several partners to compose its list of properties. In addition, we have a blog with relevant articles that prove the authority of real estate in the sector.
Be present on social media
Another very important point is to be present on social networks. In addition to being a great communication channel with potential customers, this feature allows you to establish yourself among the public and thus position yourself as an authority in the sector. This feature is essential for all professionals.
The fundraising process: maintaining an updated property portfolio
Capturing real estate can be a challenging task in an increasingly competitive market. The ideal is to always try to maintain a good relationship with all those responsible for the management of a condominium, in addition to the customers themselves. Thus, it is possible to establish yourself as an authority figure in the real estate market.
In addition, it is possible to establish partnerships with reputable portals and real estate agents established in the market. Casa Mineira Imóveis is the largest real estate company in Belo Horizonte and also the one that sells the most finished properties in the country. In addition, we are an ad portal designed by one real estate agent for other real estate agents. Advertise with us!