Rehabilitate the figure of the Real Estate Agent

Rehabilitate the figure of the Real Estate Agent

In recent years, the figure of the real estate broker, the so-called agent, has often been attacked by harsh criticism or by not exactly favourable judgments.

We have therefore decided to give voice to some members of the category, who operate in totally different areas from each other by geographical location and by type of user, to tell through their personal experiences how much commitment, effort and passion can instead be behind this profession, often easily underestimated.

Why choose that agent and not another?

Aniello and Marinella have been working for years in the urban context of Milan and the Hinterland and underline how important it is for a real estate agent to identify the target of customers that they are sure they can concretely help. Frequent training courses, no geographical restrictions, digital tools and innovative marketing services are among the main reasons that – according to them – should push a person to choose their agency rather than another competitor in the same area.

Andrea, who for years has been working on the urban fabric of Salerno, over the years has refined and implemented the 4C Method to sell a house in three months, considering it important to improve people’s lives, making everything related to the home simple and stress-free, avoiding damages for sellers with the aim of obtaining 99% of the sale price set for the owner “.

For their part, Marinella and Mirco, joint owners of an agency in Sondrio, have decided to set aside the sales techniques of 20 or 30 years ago, now obsolete, to face an increasingly complex market with the right tools. “This is how the more valuable home was bornTheir method maximizes the strengths of the home, giving it a new look (completely free), attractive and in line with market demands, minimizing weaknesses. The goal is to immediately hit those who will come to visit, significantly increasing the success rate of the sale and increasing its speed by as much as 70% ”, they explained. To then continue with these words: “In this time of digitization, people are bombarded with real estate proposals, so it is essential to bring out the property by applying innovative marketing techniques: among these, home staging, relooking and virtual renovation. They are the most important”, they proudly concluded.

How to excel over the crowd?

We also tried to ask our interviewed agents how they feel they excel over the crowd.

In the first case, Aniello and Marinella spoke to us above all about preparation and empathy. To do this, he also wanted to cite an example referring to a sale made just recently. “We have protected the real estate assets of the seller and economic assets of the buyer, proceeding with the notarial transcription of the preliminary sale. Thanks to this management, we were able to conclude the negotiation by saving the property from an attachment and without any risk for the parties. ”, He told us.

The agent from Salerno, Andrea, on the other hand, replied that operations and innovation are important and can lead to a completely positive experience for the customer.

Marinella and Mirco believe that today excelling in something is not an easy goal to achieve. Their focus is aimed at concretely helping customers.

What do the clients of a real estate agent appreciate most?

Thanks to the responses of the five exponents, the importance of transparency, clarity, empathy, professionalism and preparation emerges, as well as the ability to instil security: these are, at least, the priorities according to Aniello and Marinella.

Andrea emphasizes other fundamental characteristics, namely efficiency, attention to privacy, discretion and, above all, the guarantee of the result.

“We believe that the sale should not be understood as the simple act of placing the apartment. On the contrary, we think that the right balance must be found between those who buy and those who sell ”, is the thought of Marinella and Mirco.

The objective limits that a real estate agent can encounter

Aniello and Marinella quite frankly believe that their biggest limitation is evident in the event that the property of interest is not part of the network of the group for which he works. “In circumstances of this type, unfortunately, it is not possible to help the client because we are denied the collaboration by the traditional agency”.

Andrea’s honest and sincere answer was: “Probably: not having a well-known franchise brand, the risk of being eclipsed and not considered by those who don’t know me, in fact, there is. To give more quality and efficiency, therefore, we cannot treat many apartments at the same time “.

“Our main limitation is the fact that we do not have the possibility to help everyone. By personally investing thousands of euros to transform the look of every single apartment without burdening the customer, we can put in place a gradual economic and logistical effort with respect to our growth”, Marinella and Mirco replied.

The daily actions useful to rehabilitate the image of the real estate agent

Aniello and Marinella think it is important to “always advise the customer, regardless of profit, in the complex path of buying and selling, approaching the profession as a consultant capable of listening and suggesting the most suitable solution”.

Andrea, very concretely, told us instead that he usually shows up at the first visit of those who want to buy with a listed floor plan, inserted in a simple envelope, with the customer’s personalized name on it. Generally, this gesture is quite surprising because it turns out to be a little unexpected attention.

Marinella and Mirco have as their only mantra to be extremely transparent with customers: to be really helpful and supportive, at the cost of losing the deal, if this means not doing the right cost for customers.

The importance of empathy for a real estate agent

Everyone agrees that it is essential to have a good level of empathy, and why not emotional intelligence, in order to create a good relationship of trust that leads the customer not to make hasty decisions.

Understanding exactly what the needs and real purchasing capacity of those who want to buy are, for example, and being able to grasp the true motivations of those who want to sell (they can be economic, family, etc.).

The role that word of mouth plays

Could the so-called word of mouth be important, even in the real estate sector?

According to Aniello and Marinella, the answer is absolutely affirmative: “Word of mouth represents one of the main sources for acquiring new customers: it testifies to the professionalism and commitment spent on a previous customer”.

Also for Andrea, from Salerno, “Word of mouth has had many evolutions, but it remains one of the safest and most convincing keys to build one’s reputation and lay the foundations for professional success”.

More cautious were Marinella and Mirco. According to them, word of mouth is important but they believe that the positive effect arrives more slowly and that it has less impact than the opinions expressed, we suppose, about a restaurant. “Maybe this is due to the fact that you buy a house once or twice in your life and it doesn’t generate enough flow of enthusiasm to make people talk continuously.”

 

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