In the bustling world of real estate, standing out from the competition can be challenging.
Every agent is vying for attention, trying to attract clients with the best listings, the most insightful market advice, and the smoothest transactions.
But there’s one often overlooked yet incredibly effective strategy that can set you apart and drive business growth: property tours.
Property tours are more than just walk-throughs of a home - they are a powerful tool for building relationships, showcasing your expertise, and ultimately growing your real estate business.
Whether you're a seasoned pro or a newcomer, leveraging property tours can significantly boost your career. Here’s how you can do it.
(Photo from LinkedIn Pulse)
When you conduct a property tour, you're not just showing a home; you're demonstrating your knowledge of the market, the neighborhood, and the property itself. This is your chance to shine as an expert. Clients want to work with agents who know their stuff, and a well-conducted tour allows you to do just that.
Prepare thoroughly for each tour. Know every detail about the property, from the year it was built to the type of flooring in each room. Highlight unique features that may not be immediately apparent, like custom-built cabinets or energy-efficient appliances. Discuss the pros and cons of the property, but frame them in a way that aligns with your client’s needs. For example, if a home has a small yard, you might highlight the low maintenance benefits for a busy family or a single professional.
Also, be ready to talk about the neighborhood. Is there a great school nearby? Are there new developments that might increase the property’s value? Clients are not just buying a house; they’re buying into a community. Your insights here can be invaluable.
(Photo from Expatriation au Portugal)
A property tour shouldn’t feel like a lecture; it should feel like an experience. This is where your creativity comes into play. Make the tour interactive by encouraging clients to imagine themselves living in the space. Ask questions like, "Can you see yourself cooking in this kitchen?" or "How do you feel about this backyard for summer BBQs?"
Personalization is key. If you know your clients have young children, point out features like the spacious family room or the nearby park. For a client with a green thumb, highlight the potential for a garden. Tailoring the tour to the client’s interests makes the experience more engaging and memorable.
Consider hosting themed open houses or virtual tours if you want to take it a step further. For example, a “Sunday Brunch Tour” where you serve light snacks and beverages can create a welcoming atmosphere. Or, for a luxury property, offer a “Sunset Tour” where you showcase the home during the golden hour, highlighting its best features in the most flattering light. Virtual tours can be enhanced with virtual staging, music, or even a live Q&A session.
In real estate, trust is everything. Clients need to feel confident that you have their best interests at heart, and property tours are a prime opportunity to build that trust. Being authentic, transparent, and genuinely interested in your clients' needs will go a long way.
During the tour, listen more than you talk. Pay attention to their reactions, ask for their opinions, and address any concerns they have. If a client expresses hesitation about a particular aspect of the property, don’t brush it off. Instead, acknowledge their concern and offer possible solutions. For instance, if they’re worried about the distance from work, you could discuss the potential for a home office or nearby public transportation options.
By taking the time to understand and address their needs during the tour, you show that you’re not just trying to make a sale, but that you genuinely care about finding the right home for them. This builds trust and encourages repeat business and referrals.
(Photo from Avail)
In today’s digital age, property tours aren’t limited to in-person showings. Virtual tours have become a game-changer, especially in a post-pandemic world where convenience and safety are top priorities.
Virtual tours allow you to reach a wider audience, including out-of-town buyers or those with busy schedules. High-quality 3D tours, drone footage, and interactive floor plans can make your listings stand out online and attract more potential buyers.
To make the most of virtual tours, ensure they are professionally done. The camera quality, lighting, and smoothness of the tour all matter. Consider hiring a professional if necessary. You can also offer live virtual tours where you walk through the property in real-time with clients, answering questions and providing insights just as you would during an in-person tour.
Promote these virtual tours across your social media platforms, email newsletters, and website. The easier you make it for potential buyers to view a property, the more likely you are to close deals.
(Photo from Clark)
The property tour doesn’t end when your clients walk out the door or log off the virtual tour. Following up is crucial, and it’s where many agents drop the ball. A thoughtful follow-up can reinforce the connection and help move the client closer to making a decision.
Send a personalized email thanking them for the tour, summarizing the key points discussed, and answering any lingering questions. You can also provide additional resources, such as a digital brochure of the property, neighborhood statistics, or a list of similar properties that might interest them. If they’re not ready to decide, offer to schedule another tour or provide market updates to keep them informed.
Lastly, consider hosting group property tours. These can be for investors, first-time buyers, or even your colleagues. Group tours can create networking opportunities, foster a sense of community, and even generate some healthy competition among buyers. Make these events exclusive by inviting a limited number of people, offering refreshments, and adding a professional presentation at the end.
To conclude, property tours are more than just a walkthrough; they are a strategic tool for growing your real estate business. By showcasing your expertise, creating engaging experiences, building trust, leveraging technology, following up thoughtfully, and hosting group tours, you can set yourself apart from the competition and attract more clients. Remember, in real estate, it’s not just about selling houses; it’s about creating relationships and experiences that people will remember. Start planning your next property tour with these tips in mind, and watch your business grow.
As always, thank you guys so much for taking the time to read this blog post - we here at Transactly are always grateful for the support! Stay tuned for more content coming every Monday, Wednesday, Friday, and Saturday.
We'd also like to list down the following sites that provided the inspiration for this blog post - go give them a read as well:
Imagine Group: https://www.imagine-group.co.uk/blog/what-are-property-tours
LinkedIn Pulse: https://www.linkedin.com/pulse/maximizing-your-property-tour-experience-avoiding-common-parreira-evh2e/
Panoee: https://panoee.com/real-estate-marketing-benefits-using-360-virtual-tours