A good estate agent understands the importance of getting to know his/her customer. But are all customers the same? How do they differ? Do you really know how to deal with your client? Come and discover the main types of clients in the real estate market.
An estate agent is also a professional who needs to dedicate himself to offering a personalised service. This means that when working in the real estate industry, customer concerns, their desires and their needs will need to be a priority.
Talking about the real estate client, however, would be reductive. As in any other market, clients looking for real estate consulting services are different from each other, and therefore have their own needs and preferences.
A person who comes into contact with an estate agent, however, usually has a goal in mind from the outset. Since many of the customers share these goals, it is possible to integrate them into groups. Let's call it "customer-type".
A good estate agent should fundamentally understand two things: what type of client is in front of him and even if he / she identifies the type of client, he / she must address each one as a specific client, unique and with concrete needs.
The ability to identify the customer type without putting them in a category is a very important step for the adequacy of the strategies and for the guarantee of success within the real estate sector.
So, every time a customer comes up, you have to consider their age; their family structure; their goals - to invest, buy, rent, sell - your goals; their desires; the things they value; their budget and financial situation and also their dreams. From these elements, it becomes possible to organise ideas, structure the form of action and strategies and mediate between the client and the property.
Today, we'll look at three types of clients-, which can help the estate agent evaluate the person in front of them and give them some clues about what forms of action to take. Even if you already know these customer categories, it is fundamental that you always offer a personalised service for each specific customer.
1. The investor client
Especially in a country like Portugal - often appearing in the best international rankings - and in a city like Lisbon - where investment is clearly an asset; the investor client tends to appear frequently.
This type of client may only want a property to rent later or wish to make a large investment that will generate profit. They may still want to make a professional investment.
Regardless of the investment they have in mind, this client tends to establish a more professional and business relationship with the estate agent, focusing on investment intent and financial issues. Their goal is, as a rule, the potential for profit.
Being a direct customer with solid objectives, this client can be won over using a very clear plan, where they are presented with concrete data, statistics and calculations that sustain their objective: to obtain good results and effective profits. Elements such as the location justify the investment or the characteristics that increase the demand for that type of property or location may increase the interest of this type of client.
The more experienced the investor client who seeks a property is, the more in-depth should be the knowledge demonstrated by the estate agent throughout his consultation.
2. The family client
The family client is a client who is looking for a property adapted to the needs of his family. Their spouse or children may be at the centre of their focus.
For this type of customer, the search for bigger homes that can allow the well-being of the family and security will be the most important, so they will value all kinds of elements that can guarantee comfort, safety and fun for the household's family.
This client is the worried but also cautious type. Tending to act with prudence, he likes to analyse a vast number of options and will seek the family's support and opinion.
To take the right action for this type of client, it is necessary for the estate agent to be doubly aware of the needs manifested by him and his family. He will be a demanding customer, to whom he should address himself with a cordial and patient tone of voice, highlighting the best features of the properties that suit each of the needs of the family.
3. The customer-seller
The customer-seller is a customer who wants to sell his property at the best possible price and for this reason, he will try to automatically value the house where he resides.
This customer can be challenging, since it should be advised to improve all types of processes that boost the sale: small repair works, decoration, etc.
Before meeting with this type of client, it is important to keep an assertive but comprehensive tone of voice, to show attention to their needs and to answer all their doubts.