How to Develop Added Value in Real Estate: A Focus on the Human Aspect

How to Develop Added Value in Real Estate: A Focus on the Human Aspect

How to Develop Added Value in Real Estate: A Focus on the Human Aspect

In the competitive world of real estate, many agents focus exclusively on the transactional aspect: buying, selling, or renting properties. However, to truly stand out and provide added value to our clients, we must go beyond viewing real estate as mere products. We need to focus on the people who will inhabit these spaces and design and deliver solutions that adapt to their lives. Here’s how to do it. How to Develop Added Value in Real Estate: A Focus on the Human Aspect

1. Know the Buyer Persona

The first step in developing added value is to deeply understand who the buyer persona is. This involves a detailed analysis of the demographic characteristics and lifestyle of our potential clients:

• Life Stage: How old are they? Are they young, single professionals, newly married couples, or families with children?

• Hobbies: What do they like to do in their free time? Are they sports enthusiasts, book lovers, gardeners, or tech-savvy individuals?

• Lifestyle: Do they prefer an active urban life or a quieter suburban lifestyle?

• Specific Needs: Do they need extra space for a home office, a garden for their children or pets, or proximity to good schools?

• 2. Active Listening

Once we have a general idea of who our clients are, it’s crucial to listen actively to their needs and desires. The initial conversations with clients should be deep and meaningful. Asking about their expectations, dreams, and concerns will give us a clear vision of what they’re looking for.

3. Personalize the Experience

With the information gathered, we can personalize the property search experience. This means offering options that not only fit their basic criteria (price, location, size) but also match their personal preferences and lifestyle. For example, a family with young children might value a home near parks and good schools, while a young professional might prefer an apartment close to their workplace and entertainment options.

4. Functional and Aesthetic Design

As an Industrial Designer, I understand the importance of functional and aesthetic design. When showing a property, highlight how its design can enhance the client’s quality of life. Talk about the layout of the spaces, natural lighting, ventilation, and how they can adapt the home to their specific needs.

5. Focus on Sustainability

Nowadays, many clients value sustainability and energy efficiency. Inform your clients about the sustainable features of the properties, such as solar panels, rainwater collection systems, thermal insulation, and energy-efficient windows.

6. Comprehensive Advisory Service

Offering a comprehensive advisory service is a powerful way to add value. This includes not only the purchase or sale of the property but also financial advice, insurance planning, and guidance on home maintenance. As Jorge González, with experience in life insurance and financial planning, I can provide a complete vision and help my clients make informed decisions that ensure their financial and family stability.

7. Post-Sale Follow-Up

Service doesn’t end once the deal is closed. Effective post-sale follow-up demonstrates commitment and builds a long-term trust relationship. This can include periodic visits, assistance with the move, recommendations for local services, and ongoing advice on home maintenance.

8. Building Community

Finally, helping clients integrate into their new community is an invaluable way to add value.

Conclusion

Focusing on the human aspects rather than just the business when offering a house or apartment not only enhances client satisfaction but also establishes a lasting and trusting relationship. As Realtors, our goal should be not just to sell properties but also to help people find a home where they can thrive and feel fulfilled.