Online content by real estate agents for their buyers

If you’re a real estate agent and you want to keep in touch with former clients, firm up relations with prospective clients and expand your audience to gain new contacts, content marketing is your great ally.

You’re probably in contact with many buyers every day, and there are some things that you have to explain multiple times, over and over again.

You probably have to answer the same set of basic questions over the phone or by email on a daily basis.

It’s a necessary task which does, however, take up a lot of time that could be put to use closing operations in an active manner.

Online content allows you to share relevant information with your real estate agency’s contacts, in each of the stages of the purchase process, whether someone is starting to look at properties, has already viewed some, has obtained financing or is trying to decide which of two possibilities should be their future home.

That’s the first step: to recognise, distinguish and sort your contacts into segments, to provide them with different types of information depending on their needs and expectations.

In marketing jargon, we use the term buyer persona to refer to the ideal client, depending on their different characteristics.

Specific information should be prepared for each buyer persona, and it should answer the most common questions and concerns for their particular stage in the cycle.

You can categorise the questions you usually answer on a daily basis depending on the stage each buyer is at, and publish them generically on your own channels, such as your website and/or blog, and share them on social media.

Once the content has been published it can be used by buyers to consult the information; it’s even a good way of ensuring the real estate agency staff have all the documentation on the commercial process with clients to hand and can send it to their contacts.

With the practice, on the one hand we save time, as the clients inform themselves first; and on the other we gain trust, as we’re providing users with added value during their purchase process, with information on matters they were unaware of.

Where should this information be placed?

Preferably on our own resources, such as the website and the blog; if it’s general information on the process then categorised articles can be prepared so that all the information is organised and in order.

If the information is specific to a real estate development or for individual properties, the data file for each property is the right place to include all the information we don’t need to provide prospective buyers with in person.

What content should property buyers be provided with?

The information can vary depending on your target, the type of property you tend to deal with and your location, but there are always some questions that all buyers end up asking.

Let’s imagine you have a potential buyer for a villa on the Costa Blanca, from abroad and with the intention of coming to live in Spain. They could ask questions such as:

Questions about the property developer

• Who owns the land?
• For everything to be in order, should it belong to the developer or should there be a purchase option?
• Is there a building license?
• What about a technical certificate on whether the building matches the license granted and the project approved by the Council?
• Has the building been registered with the Property Registry?
• Is there a Trade Register Certificate to prove that the company exists and record the administrators, place of business and tax number?
• What happens if the project fails to reach completion?

Questions about the home the buyer is interested in

• What is the size in net (or useful) square metres?
• And in gross (or constructed) square metres?
• What communal areas and services come with the property?
• Is it possible to choose the interior distribution? Would that incur additional costs?
• How many properties are their per storey?
• Which direction does the property face?
• Building Specifications?
• What sort of heating does it have?
• Is air conditioning included?

Questions about the state of the villa

• When is work due to start and when is it expected to be completed?
• When will the property be delivered?
• Are deposits made guaranteed?
• Who provides the certificates, and when?

Questions about the payment method

• How can I pay and what is included in the price?
• Are storerooms and garages included?
• How much would additional spaces cost?

Questions by foreign buyers in Spain

• What taxes do I have to pay upon buying a flat or a house in Spain?
• How long do the legal procedures take to buy a house or flat in Spain?
• Is it possible to have architectural supervision before the engagement contract?
• Are there financing constraints if I apply for a mortgage loan?
• Can I buy a house without an occupancy certificate?
• How can I obtain the Golden Visa and what are its benefits?

LIVING IN THE COSTA BLANCA (GUIDE)

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Filed Under: Uncategorized Tagged With: foreign buyers on the Costa Blanca, real estate marketing, real estate website