How to prepare a successful viewing with your buyer

The property viewing is, without a doubt, a key moment towards a successful property purchase transaction.

The first viewing is the first time the buyer comes into contact with their new home.

Know the client

To ensure a successful viewing, we need to know as much as possible about the buyer’s wishes.

Showing a home to a young person isn’t the same as showing it to a single lady or an elderly couple. Depending on the type of client, some characteristics can be focused on more than others.

You must also be perfectly aware of the type of property the buyer wants and its characteristics.

For example: an apartment in the centre close to all amenities; a detached house with 2, 3 or 4 bedrooms in a residential area; sea views are very important to some buyers, especially foreign buyers.

As a real estate agent, another thing you must know about your buyer is whether they need financing or need to sell their current home to be able to buy another one.

As builders of detached villas on the Costa Blanca, we can give some examples of the diverse interests of buyers:

“Buyers who, as well as a detached house, wanted an extra 400m2 of land for their pet, a St. Bernard, to live in and enjoy.”

“Friendly couple from Madrid who wanted to retire to Benidorm and enjoy the weather and activities for the elderly, the property itself was totally secondary.”

Location, location and location (lifestyle)

The place we choose to live is as important as, if not more important than, the type of property we buy.

The real estate agent must be an expert and know all about the services available, tourist attractions and quality of life provided by the different towns such as Polop, Finestrat and Benidorm.

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Trust

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Even before the first property viewings take place, the real estate agent needs to gain their buyers’ trust;

• Identifying the type of property the buyer dreams of and its characteristics.
• Informing them of the most attractive places with the highest quality of life.
• Clearing up all sorts of legal and fiscal queries regarding the process of buying a home in Spain.
• Importance of speaking the buyer’s language if they are from abroad. Direct, fluid communication makes things much easier.

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Property viewings

It’s important to keep in mind that in this day and age a buyer is highly unlikely to decide to buy during the first viewing.

The real estate agent’s task is to prepare the client during the first property viewing to ensure there’s a second viewing, which is when the commitment is made to buy.

When the future buyer is ready to view the home we move on to the second phase, that of knowing how to show a property.

Let’s see how we should prepare for the viewings.

Highlight Advantages vs characteristics of a property  

Clients don’t buy characteristics, they buy a way of life.

They want to feel comfortable with the home and its surroundings.

You must know the building’s characteristics and the legal, financial and commercial aspects, however you should give priority to the matters that suit the buyers, freeing them from those they’re not interested in or they have trouble processing.

Knowing the characteristics and the advantages the property will bring the buyers will be tremendously helpful for your sales pitch, the viewing and during negotiations.

With these key tips you’re now ready to carry out a successful viewing of our detached villas on the Costa Blanca with your buyer.

Filed Under: Real Estate Agents Costa Blanca Tagged With: buying villas on the Costa Blanca, Costa Blanca agents, costa blanca real estate agents, tips for real estate agents