How to win Foreign investors in Brazil? 7 key tips for Brazilian Realestate agents
I am writing this article for my fellow Brazilian realestate agents to give you some advice on how to successfully engage and close property sales with overseas clients.This advice is based on my 9 years of experience as a realestate agent and property buyer in Natal,RN,dealing with foreign buyers from all over the world and applies to any type of realestate in Brazil.
You may or may not already have lots of contact with foreign investors.The following advice is intended to give you an edge over your competitors and a basic guideline in how to improve your services for foreign clients.
So what makes you a successful agent with foreign property buyers in Brazil?
1.Effective marketing and social media presence;
How are potential property buyers seeing your portfollio outside of Brazil?Which international websites are you using to market your properties?What kind of social media presence do you have?Do you have a dynamic facebook page,a linkedin profile,an updated website with lots of great property photos and videos and an engaging blog ?Where can foreign buyers find you on-line and what is the quality of your media presence?If you are posting information in english to appeal to the international market please make sure you have someone proof-read it.Google translate is just about acceptable to use and be understood but there will be mistakes and this can look unprofessional to a potential client.
2.Communication skills and punctuality.
How effectively do you respond to an overseas property inquiry?If a buyer from England sends you a mail asking about a property on your website what is your response time?Potential buyers expect prompt replies to their mails,no later than 24 hours.Any longer and they may get the impression that they are not a priority for you and will look for another agency that gives them more importance.If you have an appointment make sure you are on time,If you are going to be late,call ahead and explain.
3.Qualify the foreign buyer as soon as possible.
Foreign buyers come in all shapes and sizes and motivation levels are no different from your Brazilian buyers so you will find a similar percentage of speculation,time wasting,indecision.Make sure that you qualify your potential client as soon as contact is made,find out what their budget is,when they are coming to Brazil,what time frame they intend to purchase and if they are looking with other agencies/at other regions.The more general their search the less likely they will buy with you.
4.Checklist of questions
When you have established contact,engaged the client and set the appointment and shown up on time,now you can show your magic!Have a checklist of questions you can ask the client relating to the property/properties you will show on the day.This will give you solid feedback and a detailed structure.Remember that the sales process should always be client based so make sure you are listening effectively to their needs,concerns and desires more than selling the product.Your job is to build trust,and help the client find the property they want to buy.You can only do this by listening.
5.Using english
If you just speak a few words of english,no problem just make sure you use them.Your client will appreciate this and it will break the ice and can establish more trust.If you have a niche market that attracts foreign buyers you will need to improve your english skills.In the meantime,have one of your english speaking staff/collegue come along to help with translation.
6.Go the extra mile with your foreign buyer
Foreign buyers tend to need more help with all aspects of property purchase in Brazil.If they decide to buy with you,give them as much assistance as they need.This may include international money transfers,payment of transfer taxes,finding trustworthy staff,builders,architects,accountants etc.You can prove your worth by referring these professionals to your client.The quality and commitment you show to your client after their purchase will define your long term success.
7.Make sure you get great video/e-mail+photo testimonials from your foreign clients so you can post on all your media channels and build up valuable credibility in the international market.
I hope you got a few good ideas from this article and wish you big success in selling property to the international market in 2015!
Mike Smith
BRAZIL ǀ Real Estate Investment Consultant/
Consultor de Investimento Imobiliário
Cel: +55 (84) 9993-8936
Office: +55(84) 3345-4406
Email: mikesmithbrazil@gmail
Skype ID: mikebrazilbeachhouse
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