The first real estate visit: the most important moment in the sale of a property
The first visit to a home with a real estate agent is a key moment for the client who is looking to purchase a property.
During this visit, the client will in fact have the opportunity to evaluate the property and ask all the most important questions to the real estate agent. It is therefore imperative that the real estate agent be prepared, communicate effectively, be accommodating and objective. But not only that!
In this article we will explore what clients usually expect from agents during the first real estate visit to a home and how this will influence their experience and decision to purchase.
Professionalism, first and foremost
The real estate agent is the client’s representative during the real estate transaction, and the first visit to a home is an important opportunity to create a good impression and establish a lasting and satisfying professional relationship.
Here are some elements that clients expect, in terms of professionalism, during the first visit to a property:
- Punctuality: the real estate agent should be on time for the visit and respect the client’s time.
- Professional presentation: The agent should present himself/herself in a professional manner, wearing appropriate attire and carrying a tablet or at least a clipboard to take necessary notes.
- Courteous behavior: the real estate agent should be friendly, respectful and attentive to the client’s needs during the visit. It almost seems like a matter of course, but … unfortunately, it often is not! Still, a good dose of kindness, empathy and understanding can go a long way.
- Knowledge of laws and regulations: the agent should be fully aware of the laws and regulations governing the real estate market and act in a manner consistent with these laws during the visit. In case of questions and doubts, he should be able to provide the necessary answers, without leaving customers high and dry or with even more confusion than the initial one.
Excellent knowledge of the real estate market
The agent is-or at least, should be-an expert in the real estate market and is expected to be able to provide valuable information about the local market and the home being visited.
Clients therefore want the agent to be able to give useful insights into local market trends during the first real estate visit, including providing commentary on house prices and the current buying and selling situation.
Of course, they also expect the real estate agent to provide truthful and practical information about the characteristics of the house, its condition, and any problems.
A welcome plus are the comparisons with other properties available in the market, both in terms of price and in terms of requirements and quality.
In general, we can say that clients expect the agent to be a true expert in the real estate market and to be able to provide valuable information as much about current trends as about the house being visited. This will help potential buyers make an informed decision.
Good communication and empathy
The real estate agent is there to assist the client during the first visit and provide support and advice during the buying process. Here are some things the client should expect in terms of assistance during the first real estate visit with an agent:
- Support during the visit: the agent should devote his or her full attention to the visit and answer the client’s questions, providing additional information about the house and giving his or her point of view if requested.
- Advice on negotiation: the real estate agent should be able to provide advice on offers and negotiation during the buying process. Although it may be premature to address these talks as early as the first visit, it is still good for the agent to be ready, prepared, and determined.
- Assistance with documentation: the agent should be able to assist the client with the documentation needed for the real estate transaction, including contracts, offers, and legal documents. Some of these, such as the floor plan, can already be provided to potential buyers during the first visit to speed up the proposal process.
- Connections with other professionals: the real estate agent should have connections with other professionals, such as attorneys and technicians, and be able to advise the client on how to obtain additional assistance during the buying process. Placing this network of contacts on the plate during the first visit can reassure customers and entice them to continue with the purchase.
Great helpfulness and openness
Clients often expect the real estate agent to be accommodating and helpful during the first visit. This means that the agent should be inclined to answer questions, provide additional information, and adapt to the client’s needs during the visit. This is especially important because it helps to create apositive customer experience and establish a relationship based on trust. When faced with an accommodating and helpful professional, clients are often more likely to maintain contact and turn to him or her to pursue the purchase or sale or view other properties.
Objectivity and transparency
The client demands that the real estate agent be objective from the very first visit. No one likes lies, exaggerations, or information that is deficient or, even worse, biased. This means that the professional should provide complete and unbiased information about the property and the real estate market, without worrying about influencing the client’s decision for his or her own personal gain. The real estate agent’s objectivity is important because it helps to build a trusting relationship with the client and support an informed decision about property purchase.
In conclusion, the first real estate visit to a home with an agent is a crucial time for the client who is looking to purchase a property. As we have seen, the client expects the real estate agent to be knowledgeable, professional, effective in his communication, accommodating and objective.
These aspects are critical because they help create a positive customer experience and establish a lasting relationship of trust. Obviously, a good experience during the first real estate visit can have a major impact on the potential buyer’s decision to go ahead with the purchase and sale on a particular property or otherwise to turn to the agent of choice again in the future for further visits and advice.