A postura do corretor no novo mercado imobiliário

Conversando com o Felipe Adauto, falamos bastante sobre algumas posturas que o corretor de imóveis precisa ter para se sair bem no novo mercado imobiliário.

Entenda aqui os pontos que vão ajudar você a se profissionalizar ainda mais como corretor e conquistar o seu espaço de destaque na nova conjuntura dos negócios.

Posicionamento: o que o corretor precisa fazer para ter um posicionamento do mercado? Antes de tudo, ele precisa definir um nicho, ou seja, em que segmento ele pretende atuar. Isso é muito importante porque tem corretor que anuncia de tudo, quer trabalhar com todos os tipos de imóveis e, no final, não vende nada.

Então, o primeiro ponto do seu posicionamento é responder à pergunta: qual é o seu mercado? Isso faz toda diferença. Por exemplo, o atendimento do “Minha Casa Minha Vida” é totalmente diferente do atendimento de um alto padrão, ou de um atendimento de loteamento.

Por isso, o posicionamento do mercado que você vai atender e o posicionamento da região onde você vai atuar são imperativos. Se você quiser abranger uma grande variedade de clientes, ou seja, não tiver um posicionamento claro e bem-definido, fica muito difícil trabalhar e obter bons resultados.

Boa apresentação: cuidar da sua apresentação profissional é fundamental para gerar confiabilidade e segurança para os clientes. Por isso é muito importante tomar cuidado com o que você posta nas redes sociais, com a imagem que você passa para as pessoas.

Da mesma forma, é preciso ser coerente na forma como você se veste e se apresenta pessoalmente para o cliente. Dependendo do seu posicionamento, sua vestimenta precisa se adequar. Por exemplo, não dá para você atender um cliente de alto padrão usando jeans rasgado e tênis. Você não vai se conectar com o nível de negociação a que ele está acostumado.

Estudar o mercado: estudar o mercado em que atua é uma das atitudes mais importantes para um corretor de imóveis. Por exemplo, é fundamental acompanhar as taxas de juros de financiamento que os bancos estão praticando, se existe alguma mudança na legislação relativa aos imóveis, e outras informações desse tipo. Se o cliente fizer uma pergunta e o corretor não souber responder, a negociação vai patinar, porque a confiança do cliente no corretor vai diminuir.

O corretor não pode ficar focado só no imóvel que está vendendo, sem conhecer o mercado ali à sua volta. Conhecer o mercado ajuda inclusive a entender melhor o que o cliente está buscando realmente.

É muito importante ter uma visão 360º do seu mercado, até mesmo para não deixar as oportunidades passarem. Você se posicionar e se especializar em um determinado público é algo bastante positivo, mas nem por isso você pode deixar de saber tudo o que está acontecendo no mercado.

Plano de marketing: no mercado imobiliário, um plano de marketing é fundamental para que as pessoas possam obter melhores resultados, mesmo não tendo muito recurso financeiro.

Na verdade, não existe uma fórmula mágica. Tudo está ligado: o seu posicionamento, estudar o mercado, a sua imagem, pegar o produto certo e entender qual é o seu público e como você vai impactar aquele público.

É por meio do estudo de todos esses elementos que você vai poder determinar qual é a estratégia de marketing mais adequada. É estudando todos esses pontos que você vai definir quem são seus possíveis compradores e como você vai fazer uma oferta direcionada a eles.

Fotos e vídeos: um item muito importante para a venda de imóveis são os vídeos e as fotos. É impressionante como as pessoas erram nisso. Tiram fotos de qualquer jeito, não arrumam a casa para fotografar ou filmar, e coisas desse tipo.

É exatamente a preparação do imóvel que é tão importante, porque, se tirar fotos ou filmar de modo inadequado, o imóvel não terá aquela visibilidade, aquela beleza da foto, aquela elegância que necessita para chamar a atenção dos clientes.

Muitas vezes o corretor nem vai visitar o imóvel. Ele pega o imóvel na internet, faz o cadastro e pede para o proprietário enviar as fotos. Como ele não conhece o imóvel, não consegue direcionar o cliente para lá. Aí, não raro temos um imóvel muito bom para trabalhar, mas a visibilidade dele nos canais de comunicação está ruim.

Informações completas do imóvel: fico admirado como é deficiente essa parte tão simples da comercialização no setor imobiliário. Recentemente, fui visitar alguns imóveis para alugar e, em todos eles, sem exceção, fiz alguma pergunta específica e os corretores não souberam responder. Parece absurdo, mas falta o pessoal fazer o “arroz com feijão” bem-feito, falta fazer o básico com qualidade.

A informação sobre o imóvel é importantíssima, no entanto muitos corretores não se preocupam com isso. E é tão simples fazer um trabalho bem-feito: efetuar um bom cadastro, com descrição completa, com boas fotos, vídeos, informação das chaves, horários de visita e tantas outras coisas mais que são importantes para definir a segurança do cliente quanto à compra do imóvel.

Parcerias: no mercado imobiliário é muito importante ter parcerias. Principalmente parcerias estratégicas, aquelas que são agregadoras. Uma boa parceria se inicia com a imobiliária para a qual você vai trabalhar, com o corretor, com a gerente do banco, com o motoboy que você vai utilizar no seu processo. As parcerias vão além daquilo que parece óbvio e se estendem para todos os possíveis níveis de interação que você vai precisar fazer para que o seu negócio aconteça. A parceria deve se dar com todas as pessoas que estão dentro do processo para que a negociação imobiliária aconteça

Descubra quem são aqueles parceiros que vão ajudar o seu negócio, que vão ajudar você a ir para o próximo nível.

Acompanhamento: a maioria dos corretores, depois de receber um não, desiste do cliente e não acompanha o processo, não acompanha aquela pessoa, o que é um grande erro.

Na verdade, isso é um tiro no pé. E quando eu falo de acompanhamento, estou falando daquele cliente para quem você não vendeu e também para aquele que você já vendeu.

Depois que você vendeu para o cliente, é extremamente relevante acompanhá-lo para pegar as chaves, acompanhar a mudança dele, verificar se tudo está bem com a nova casa e outras coisas desse tipo. É você manter um relacionamento com o seu cliente.

Um bom acompanhamento é sempre muito importante, porque é daí que vão sair boas indicações, porque você vai ter pessoas falando bem do seu trabalho.

Adquira agora mesmo “O Poder do Método”, a bíblia de sucesso do mercado imobiliário. Aprenda como multiplicar milhões! Acesse o link: https://edgarueda.com.br/segredos-imobiliarios/

Edgar Ueda,  fundador da Neximob, empresa de inteligência imobiliária, palestrante e escritor best-seller dos livros, Kintsugi – O poder de dar a volta por cima, Desvendando a caixa-preta do sucesso e O poder do método, Idealizador do Inside Imob, um dos maiores eventos de Inteligência Imobiliária da América Latina, sócio fundador do Instituto Êxito, idealizador do Podcast Inside Imob Cast.

Siga nas redes sociais: linkme.bio/edgaruedaoficial              

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