Real Estate Sales Techniques: The Most Useful Real Estate Sales Techniques And Strategies To Sell

June 19, 2018 Real Estate

Real Estate Sales Techniques And Strategies

One of the primary objectives of the Inmogesco project is to make real estate sales techniques available to real estate agents so that they can reach their full potential. Our commitment to the service they provide to their clients is one of the engines of our work.

Thorough Knowledge

And to serve customers, you need a thorough knowledge of new real estate sales techniques. Those that over time have proven to help agents to know their potential customers better and allow an approach that favors both parties.

Sales Techniques

Today we want to summarize all the literature that we have already published in this blog with the aim of being able to consult all the real estate sales techniques when you need

 Useful Techniques

Understanding the steps that consumers take since they feel the need, is critical to optimize our resources and be more effective. The CIMA structure proposes four steps that will help you in the first stages of the purchasing process, where the client’s motivations are so important:


Those levers and brakes that drive or stop our client will allow us to anticipate their motives and attract them to our real estate agency.


It is possible to influence the vision of those points that our clients are not visualizing. Thus, our commercial work will be more effective. And consumers will move forward in the real estate sales process, which is what we want.

Match From the English “match.”

This step of the model serves to establish agreements on previous points to move forward.


In this last step, we designed an action plan together with our clients. We take you by the hand to achieve the sale, improving your customer experience and satisfying your needs.

A technique to please the clients of a real estate company

Enunciated in the 80s, its author, the Japanese Noriaki Kano, establishes five categories to study the characteristics that a product must satisfy for a typical client:

Attractive factors

According to the Kano model, we should include the elements that are surprising or shocking to the client, but that if not, the same client would not miss them.

Linear factors

These characteristics are pleasant for the clients when they are, and they dislike them when they are not there. They are usually characteristic properties of the brand, which distinguish it from its competitors.

Indifferent factors

Are those parts or elements of the product that are generally not used, and that if not present, customers do not feel dissatisfied. In this way, detecting those elements can save us implementation and development costs.

Essential or basic factors

In this case, we would be referring to the characteristics that are a fundamental part of our service, without which it would not be complete and which would cause great dissatisfaction to our client.

Rejection factors

In the Kano model, the rejection factors are those characteristics that do not go with the ideal client or target to which we are going.

Real estate sales closing techniques:

Formulated by Rank Xerox photocopiers company in the 90s and yet its simplicity keeps it current. The method takes its name from the English initials Situation, Problem, Implication, Need to pay off and offers the necessary steps to establish trusting relationships with our clients that last over time.

The situation, basic questions

This first phase of the SPIN method can be applied to different locations, such as a phone call or the design of a seasonal campaign. It is time to ask simple questions oriented to know the fundamental data of our client.

The problem, detecting needs

To move towards the sale, the real estate agent must know the issues that your product can solve. In our sector, this phase is vital to gain the trust of the client. We must “open our ears,” that is, spend 80% of the time we interact to listen, instead of talking.

The implication, building a future together

A commercial real estate expert will find out the consequences of the problems detected in the previous phase. These consequences generate losses and untapped opportunities.

Profit, everyone wins

Good commercial work is capable of magnifying the problems detected and of the client perceiving it. In this way, the benefits will be presented more forcefully.

How To Adapt The Amazon Technique In A Real Estate

June 18, 2018 Amazon Technique

The exact definition of the 1-click method is: “The technique that allows the customer to make online purchases with a simple click” saving the search information from the beginning to allow immediate payment, protecting the consumer the inconvenience of returning to put all the details of the search over and over again.

You can apply this technique in your daily work as a real estate agent following these guidelines:

Your house … in one click!

You can keep a file with your preferences on your computer, ordered coherently and efficiently accessible so that by the time this client comes back to contact you, you have almost at the moment your file on the screen.

The products of your real estate website at a click!

Everything should be one click away from the client! Offer them a good website for real estate, orderly, fast loading and possibility to filter their searches is, today, crucial.

Relationship with the client … in one click!

The presence of your real estate in social networks will allow these clients to write directly to you without having to leave the platforms where they like to spend their time. A contact … in 1 click.

New real estate sales techniques: Know Your Customer Method

Named KYC for its acronym in English (Know Your Customer), this technique allows you to focus attention on the needs and concerns of your customers, involving you in your future.

Some tips to get to know your client better and get the sale:

  • Try not to mention the home object of the deal in the first 30 minutes of conversation with the client. Dedicate that time to know him.
  • Do not try to teach them a lesson about the real estate sector in the region, but resolve their doubts as a teacher who wants their students to learn indeed.
  • Be aware at all times that your work to help the client does not end with the sale, but must endure over time and perhaps end up making this customer an authentic ambassador of your brand.
  • Try to guarantee the value of what your client has acquired. Customer satisfaction at the time of the post-sale should be your satisfaction.

Problems Of A Real Estate: Solutions

June 17, 2018 Real Estate Sales

We are in constant contact with real estate marketing professionals who always recommend the same thing: “Agents should focus on solving customer problems. We must encourage the vocation of service in companies, no matter how big they are. “


This real estate sales strategy will create a climate of trust that will be key when the client has to make a final decision. This link will strengthen a relationship with the client that will last over time. And that means future sales.


They demand highly qualified personnel, who correctly understand their potential clients.

Real estate software, a solution to the problem

This type of technique requires comprehensive monitoring by the real estate agent. With CRM (Customer Relationship Management) software, you can establish tracking strategies in contacts.

Philosophy of life for your company

This real estate sales technique, as we mentioned at the beginning, is more a philosophy of life. It must impregnate all the processes of the company, from commercial contracts to online real estate marketing efforts.

Negotiation for a real estate: Harvard URY method for demanding clients

“The most important ingredient in the formula of success is knowing how to get along with others,” Teodor Roosevelt. And on this principle, the Harvard Ury Method is based, as an excellent sales technique for real estate professionals.

Understanding a difficult person

When we classify a client as “difficult,” it is because the real estate sales techniques that we normally use do not obtain the expected results. These are people with marked egocentricity and lack of self-confidence. This leads to behaviors such as “here I command” or “this is not for me.”