Sometimes we think one thing and say another. So much so that we even have expressions that raise these kinds of doubts, such as "the name doesn't make the thing". Això em ve al cap sempre que a Monapart Girona We prepare a first meeting with a new client who contacts us because he wants to sell his house. We have one here for a while.
In the province of Girona, in 2016, according to the purchase and sale data provided by the property registrars to the National Statistics Institute (INE), 8,822 property sales were carried out, 15.9% more than in 2015 (access to the Diari de Girona article). Almost 9,000 flats sold in Girona in 2016, the highest figure in the last 8 years). It is hard to understand that, despite the advantages of the shared exclusive sale formula, less than 10% of these operations in Girona have been entrusted to this method.
The exclusive sale is essentially an alliance, a commitment, an act of trust based on transparency, rigour and professionalism.
All real estate agents know that there is no better way to help our clients in this task than to sell exclusively. However, we are also aware of the resistance we encounter every time we raise it for the first time: when we present the drafting of the contract, we have the feeling that the client sees it as a bad excuse, as a string to their bow. And why does he see it this way? We often think that the word exclusive is perverse and, what's more, it's very misunderstood. Probably, from the other side it is seen with connotations of selfishness, individualism... monopoly maybe? We are accustomed to suffering a lot of monopolies and, in general, we think that they are not good, but As a real estate professional, it is clear to me that the exclusive sale is not a "capture of a client", as is so often understood with a look of embarrassment and mistrust on the part of our future client.
We have a hard time explaining what exclusive sales really are, and every time we do we probably forget the most important arguments.
Why don't we know how to explain the essence of exclusive sales?
In reality, the exclusive sale is in essence an alliance, a commitment, an act of trust. Why don't we know how to explain it? What are we doing wrong? What is it that we don't say? Maybe we don't explain that the exclusivity is a sincere commitment between an owner who wants to sell and a real estate professional who wants to advise and help him.This is done in the best possible market conditions, and in the act of formalising it, the real estate agent is committed to working with courage towards his client's undeniable objective: to sell, sell, and sell.
Potser no expliquem que exclusivity is based on trust, transparency, rigour and professionalism. That it is a working method that also values the work of trust and commitment of the network of collaborators of the agent who takes the position, and that from the rigour and professionalism of all of them, the best expectation of defending the interests of the sellers and the success of the operation is born.
To work exclusively does not mean to work with only one agent, it means to work with the best collaborators of our real estate agent.A network of professionals coordinated and aligned with a single goal, the goal of the seller. Exclusivity requires an attitude, it is a way of understanding the work. The agent who works on an exclusive basis knows that with this formula he is teaming up with his client, sharing the same boat, and rowing in the same direction. If this is the case, it is only necessary to specify the framework of the relationship and define the commitments and tasks: two parties, two commitments, two tasks. On the one hand, the vendor undertakes to have everything ready: the house, the documentation, availability, and a clear head to assess situations and make decisions. On the other hand, the real estate agent deploys all the necessary tools to achieve the objective: designing and developing the sales plan, informing, reviewing, resolving incidents, representing the vendor, and negotiating on their behalf... always with a sincere accompaniment.
The real estate agent who works exclusively with the client knows that with this formula he is teaming up with his client, sharing the same boat, and rowing in the same direction.
At Monapart Girona, at present, 72% of our premises are managed on an exclusive shared basis. Let's explain it once again and make it clearer. Well, maybe it's not that complicated. In fact, all we need to do is explain to our potential clients that we want to help them! (Further reading: Exclusive real estate brokerage by José Luis Echeverría (@jl_echeverria).
Now I'm late and the client is waiting for me... But I'm sure that today we will sign our first committed marketing contract (and we will dedicate ourselves exclusively to it).
Selling a property on an exclusive basis is often perceived with suspicion by potential clients. Why does it generate so much suspicion? Why don't real estate agents know how to explain that the essence of exclusivity is commitment?
