How to make the most of viewings

Make sure you convert your viewing into a deal with these top tips. 

The phone rings and you have a new lead. In order to make the most of this new business so that you can convert it into a deal, follow these quick tips to make sure that every viewings is a success.

1. Listen carefully.

First and foremost listen to your lead. Ascertain what their top three musts are on their wishlist and use this as a basis to find them a suitable property. If they cannot live without a decent sized swimming pool as they take to the water every morning to swim lengths, don’t present them a property with a pool the size of a Jacuzzi. When searching for a property compromises often have to be made, but rarely for those must have items. Maybe they will consider a property with a poor outlook if they get the all important swimming pool. Listen and ask questions. Remember wasting your leads time on viewings may make question your ability encouraging them to enlist the help of another real estate agent.

2. Make sure the property is ready for the viewing.

An empty flat looks uninviting. One with a layer of dust on the floor and a stagnate smell is even worse. So ahead of the viewing check the condition of the property to see if it is ready to be viewed, or if you can do something to quickly spruce the place up whether that is asking the owner to give it a quick clean or open the windows and turning on the air conditioning to circulate the air. This is also your opportunity to check how you access the property and check that the keys work.

3. Prepare marketing details.

Prepare marketing details for your lead in advance of the viewing. Viewing numerous properties at one time can be overwhelming and it is easy to forget what you saw at the very beginning of your tour when you have seen eight different properties. Where possible include images, maps, and all the rates of the building so your lead has everything to hand and to save them asking you.


4. Question and follow up.

The viewing is your time to learn more about your client and understand their needs. Use this time as a chance to build rapport with your client to help convert them into a deal. And remember to follow up the next day to remind them you are in the forefront of their mind to help with their property search.