7 tips for selling a property and achieving a successful closing

The real estate market is competitive and changing. There are from particularities of countries or to specific economic circumstances that favor or obscure the achievement of a successful sale closing. Knowing how to deal with all these peculiarities is part of the day-to-day life of every real estate agent who aspires to achieve the sale of a property.

Of course, it will not be the same to draw up a marketing plan for a new development of residential housing for the middle class, in peripheral populations to the capitals, than to sell a property located in the best neighborhood or urban planning of a major city, aimed at a high-level audience.

However, the tips for the sale of a property that we propose below are a basic list of the preconditions that you must meet to achieve that sale closing that you want.

7 keys to achieving the sale of a property

1. Know your property and your audience

David Esteva, marketing manager of copperstones.com, tells us that to achieve the sale of a property, the real estate advisor must know the target at which his real estate product is aimed, know the market niche, to know when is the right time to provide the best advice to your potential clients.

So the whole process of a property begins with knowing your property, in order to determine the type of client that may be interested in it. Once you determine your ideal buyer, you can formulate the best strategy to connect with that customer and present your offer.

The most important thing to keep in mind: what works for one type of property or client may not work for another. This is where the real estate advisor shows off his skills, knowledge and experience.

2. Have the documentation up to date

Before starting a real estate promotion process, the ideal is that all the documentation that is required in a process of selling a property is current or at least is already in process.

It is the most reasonable. The sales process takes time, but once the client has confirmed their interest in reaching an agreement, it is better not to have delays due to procedures that should already be in advance.

3. Study the location and prices

The overvaluation of a property is one of the biggest obstacles to making a sale. In the same way, an excessively low price can be "suspicious", since it can be a way to hide a problem that is not in plain sight, or even be the facade of a scam.

Analyze the prices of properties offered with similar characteristics, in the same area. To do this, the real estate portals in your area are your main sources of information.

If you are going to sell a property in Colombia, Venezuela, Panama, the Dominican Republic, Costa Rica or Guatemala, Inmobilia.com can give you a broad vision of how prices fluctuate in those locations. 

4. Prepare the property

Before starting the sale of a property, prepare your property so that it presents its best face. Home staging is your ally to make those simple but strategic arrangements, which serve both to strengthen your sales price and to end up making your potential client fall in love.

In this article, we leave you a basic list of what are the main arrangements that you should take to enhance the value of your property. If your plan is to do a deep remodeling that impacts the sale price, you must carefully calculate the budget and time it will take. 

5. Organize an open house

Organizing an open house to strengthen the promotion and achieve the sale of a property is a growing trend in Latin America. Of course, it does not apply to all properties. The investment that merits the organization of this type of event, has to be compensated with the income that is estimated to be received from its sale.

If you have a high-end property, in a privileged area, organizing an open house can be what drives its sale, since agents and interested parties in the property gather on the same day, with which that sale can be closed or even do the networking to finalize other negotiations. 

6. Listen and do not close to the options

If you are already negotiating with your potential buyer, it is important to be open to what they want to propose to you. Negotiating is not giving in to the other party's proposal, but rather reaching an agreement that is satisfactory for both the seller and the buyer.

For example: if a potential buyer offers to buy with cryptocurrencies, would you refuse just because you don't know how they work? If your answer is yes, it is time to start studying the possibilities that these assets offer you. A buyer can offer you a good deal as long as you are willing to listen and analyze the options (without neglecting the risks). 

7. Seek the advice of a real estate professional

There will be no shortage of people who will tell you that it is possible to sell a property alone, supporting you in the promotion you can do on social networks or on real estate promotion portals. Without a doubt, that is possible. However, having the advice of a real estate professional paves the way to get both the best client and the ideal negotiation.

The real estate advisor is the one who will support you in certifying that the legal documentation is in order, will be your ally with the negotiation with the possible buyer and will be in charge of the subsequent registration of the sale. It is a professional service that guarantees that you achieve the best results.

Following your own promotional strategy for the sale of a property does not contradict having the services of a real estate agents. On the contrary, they complement each other if they work in a coordinated way.

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Dilawer Malik Joined: January 20th, 2021