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The art of getting to know your client

The real estate market is not just dynamic but it also generates the highest volume of business in any developed economy. It is also one of the most closely linked to the quality of people's lives. After all, the logical consequence of real estate transactions is that buyers or tenants find the best possible option to live in. This reality forces agents, consultants and other professionals who are involved in the real estate market to build a professional and close relationship with their clients.

To do this, it is essential to get to know the situation of the client in depth. For example, find out the reasons that motivated the client to buy property. Are they looking for a temporary residence in a large city? Are they interested in investing in a booming area? Are they hunting for an exclusive property near their current residence? The real estate agent will have to take good note of their client's wishes because based on these he can provide his client with information that is truly relevant to him. In the same way, the real estate company will then be able to list the best offers for that client in its database.

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We should also not underestimate the importance of understanding more personal interests. Does the client have a family? Can the proximity of a school or a reputable educational centre in the vicinity be decisive? Are the leisure options on the streets closest to the property desirable? Every client presents a personal situation and if the agent takes this into account in his search he will have more possibilities of finding the perfect house for them. It is possible that a neighbourhood with luxury single-family homes, with an abundance of parks, schools and recreation areas, is not the preferred option for a single investor.

Obviously, if the customer is a seller, the approach to their specific circumstances is as much or more advisable than in the case of buyers. What type of buyer will the seller accept? Will they only sell if they reach a certain figure or are they open to negotiation? Do they need to close a deal or do they have a long-term sales objective? Would they agree to rent out the property? Based on the seller's tastes and preferences, the agent will be able to select the most appropriate clients.

In summary, every client has different needs and, therefore, can only be completely satisfied with individualised attention. In addition, if a solid personal relationship is built, the client will end up fully trusting the real estate professional.

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