Selling off-plan can be quite challenging – how do you sell a property that isn’t built yet?
In our resource on off-plan sales, we discuss extensively the laws and regulations to sell and buy off-plan property in Dubai. Now, we share six brilliant tips that can help you when selling off-plan properties in Dubai. Keep reading!
Do Your Research
For every type of sale, a salesperson should know their product inside out – and this is the same for real estate. As an off-plan specialist, you want to be prepared for any questions from the client about the development. For this, take your time to do your research about the project and the developers.
Start with the developer’s brochures and familiarise yourself with the details of the off-plan projects you’re working with. You can find details like the completion/handover dates, payment options, details about the interiors and the developer’s background in the brochure. Then, look up press releases and news about the projects – which you can find with a simple Google search of the development’s name.
This knowledge will help you answer buyers’ questions and address concerns confidently.
We would also recommend looking up area names on Google to get a better understanding of the location’s top highlights, and any upcoming developments (apart from the project) nearby. This information can be great for building rapport with your clients too. Other resources include Bayut’s Area Guides, Building Guides, and MyBayut.
Apart from this, get in touch with the developer to find out any further information about developments.
Be Able To Educate Buyers On The Off-Plan Process
Many buyers may be unfamiliar with the off-plan purchasing process. Take the time to educate them on the benefits, risks, and timelines associated with buying off-plan properties. Address their concerns and provide clear explanations to build trust and confidence.
You should also be able to highlight the unique features and benefits of the off-plan property your client is interested in, such as its location, architectural design, views, amenities, and potential return on investment. Paint a compelling vision of the finished property and its value proposition.
Take A Look At Properties And Developments In The Area
Your clients might also be considering other developments in the same area. Your job is to make sure you know these developments and are able to showcase how the projects you’re working with are more desirable.
Research other developments in the same areas as the projects you’re working with, then branch out to more developments that are similar – for example, similar budgets, type of units, number of bedrooms, etc. While doing this, note what features of the developments you work with make them more desirable for a property seeker, compared to the others available in the market.
Looking at the secondary market is also a great practice. Potential buyers tend to look at everything available on the market – so make sure you know what’s available on the market and is attractive to them.
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Build Relationships With Developer’s Representatives
In the real estate world, relationships are key to building business – be it with your past clients, fellow sales agents and representatives from industries like mortgage providers, interior designers, etc. If you’re an off-plan specialist, you should also have a circle of contacts from the developer’s side since you will be working closely with them in one way or another.
Having a network on the developer’s side would also help you see a deal through since you can ensure that all the procedures take place faster and smoother – especially the final phases of the deal. So get networking!
Keep Your Client Updated
In our Customer Service To Win The Real Estate Game session at Bayut Academy, we talk about exceeding client expectations through considerate gestures that go beyond a sale. – or post-sale service. We always recommend having a post-sale plan in place, i.e. the things you would do for your clients after they have purchased a property.
As an off-plan sales specialist, sharing timely updates about the development’s progress with your clients is a great practice for exceeding client expectations. It tells your client that you’re not just professional, but also genuine and that you care about them.
Visit the area where the project’s construction is taking place and take a few pictures of the area. You can then send these pictures and videos to your clients on WhatsApp, along with any updates about the development’s prices or happenings in the area.
With thoughtful gestures like this, you would have a higher chance of being referred by your clients to people they know. And the more the referrals, the better!
Get The TruCheck™ badge On Your Listings
For off-plan properties, the TruCheck ™* badge tells property seekers that your property listing is real and has valid documents. Having the TruCheck™ badge on your listing also improves its visibility and moves it up Bayut’s search results.
To get the TruCheck™ badge on your off-plan listing, you should get the Checked badge first – by submitting the following documents of the property on Profolio™:
- Form A
- Sale Purchase Agreement (SPA)
- Owner’s Passport or Emirates ID
- Payment Plan (optional)
Once you have obtained the Checked badge, submit the following documents to get the TruCheck™ badge:
- Form A
- Oqood OR Sale Purchase Agreement (SPA) with a NOC (from the developer allowing resale)
- Owner’s Passport or Emirates ID
- Payment Plan (optional)
*The validity period for Checked and TruCheckTM on off-plan is 45 days.
Check out our guide to getting the Checked and TruCheck™ badge for a step-by-step explainer of the process.
Do you have any interesting off-plan sales tips to share, from your experience on-field? Share your experiences with us at academy@bayut.com for a chance to be featured on our Content Corner!