Real estate brokers use technology to attract buyers away from home Business

There were hardly any people interested in the inspections.

A large number of real estate development companies note that while transactions are declining, interest in real estate is not. Traffic to their pages remains, and residents continue to explore the apartment plans.

It is true that Antanas Kišūnas, the head of the Ober-Haus Housing Department, realizes that quarantine has significantly adjusted the habits of buyers and the operating principles of sellers and intermediaries. Despite the efforts of real estate developers, sellers, and intermediaries, there was still 10-15% left. previous interest and potential housing activity in the search for housing.

“Naturally, people are scared and don’t want to walk around strangers’ apartments or houses, and vendors are also reluctant to contact strangers no matter what protections they use,” he said.

However, Andželika Čiūtienė, sales manager for real estate development company Citus, explained that during the first 4 weeks of quarantine, people concentrated on the “survival” phase. During this period, the priority for larger, non-routine purchases was, he said, low. However, he was confident of seeing a recent recovery in demand.

“This month we are receiving more inquiries about how to learn more about housing, to inspect it, people are asking about opportunities to get together virtually and things like that,” he said.

15min He decided to find out what the inspection process for new apartments looks like.

Virtual inspections did not work.

Justinas Šavelskis, Eika Home Sales Manager, 15min He said that prior to quarantine, each vendor sought to attract as many customers as possible. For example, at the company you represent, it is estimated that, on average, each fourth inspection became a transaction.

“It just caught our eye then. Furthermore, as development companies were determined to conquer more and more market share each year, more houses to sell. For example, in February, a record high was reached in Vilnius and 650 new apartments were sold, ”he said.

J.Šavelskis explained that in the first two weeks it was necessary to become familiar with the situation, understand what customers are living and in which direction to work. Then, according to him, it was thought that the best form of sales was a virtual tour.

“We try to use Viber, which is used by the largest audience of Vilnius residents, we show the pages of the project, we try to refine which apartment I like the most. We send photos and videos to interest the project itself,” said the interlocutor.

But two weeks later, it turned out that people didn’t want to buy apartments without seeing them live, so they had to adjust to buyers later.

“At the agreed time, after agreeing on various security measures, we let the client enter the house they like. And we spoke to him on the phone and answered questions. We don’t see a more efficient way to quarantine.” 15min J.Šavelskis said.

Use 3D tours, calling gadgets

Real estate company YIT Lietuva works similarly, said Jurga Vilkenė, the company’s head of marketing and sales. The apartments are also offered to be inspected live, but only a buyer and seller can attend such a meeting.

“After inspecting the department in this way, we transferred more communications according to customer needs to the remote control: through regular or video calls, letters,” he said.

Viewing through video calling devices is also suggested. At the agreed time, the company representative contacts the person and shows them the apartments of interest directly from the selected apartment.

“In this way, a live remote tour of the spaces is organized. The client can ask additional live questions, ask to show one or another detail of the house or a view through the window,” he said.

Ober-Haus representative A. Kišūnas added that the company used virtual 3D tours, video tours, 3D models and visualizations. However, he admits that while facilitating initial contact, Lithuanian buyers and tenants remain conservative.

“Of course, we have to be more prepared for such inspections, and modern technologies come to the rescue. It is by these means that a person can decide whether the department is suitable for him in principle and whether it is worth visiting for an inspection, what which shortens the time of physical inspection. Of course, the increasing need to display as many objects as possible virtually, in video tours, etc., requires more time and resources, but the effort is worth it because we have transactions that started and ended during quarantine. ” 15min he commented.

The sale of underdeveloped apartments has not changed.

Jolita Kuzmicka, sales manager of the Hanner real estate company 15min He said that most of the company’s projects are sold in undeveloped homes. As a result, so far, most customer conversations have taken place in the office, and can now be done remotely.

“In quarantined houses, we started offering customers virtual inspections when they are at home and our on-site manager, but it didn’t spark much interest, customers value warm live communication more,” he said.

According to J. Kuzmicka, there were a series of transactions prior to quarantine, when all communication with customers was done only by email and phone. J.Šavelskis also says that, in fact, there have been cases where clients were seen by a notary for the first time.

“We are basically ready for the situation we are in now, and it happened before,” said Hanner’s sales manager.

Lack of real communication

Alma Šišytė, Inreal’s real estate broker in Šiauliai, said she conducts inspections in various ways. If possible, the object is uninhabited or unused, the door is open and people can see for themselves, and all necessary information is provided over the phone.

“We also offer virtual tour services, when we can become the” eyes “of the customer in the home or local that interested them. However, I must admit that, at least in Šiauliai, customers are not very interested in that opportunity He prefers a real inspection, “he revealed.

According to A.Šiošytė, although it is not difficult to adapt to the requirements, it lacks direct contact.

“It’s weird when you don’t meet a client for the first time, but you can’t recognize him from the mask that covers his face,” the broker said.

I had to provide more information online

Meanwhile, Kristina Karbauskaitė, Omberg’s sales manager, explained that during the quarantine period, the company’s vendors work from home and organize meetings with customers in a virtual space. According to her, this required adapting both the processes and the information format that is normally shared with settlers looking for housing.

“For example: we publish information about virtual meetings on the website of each project in development; the material we delivered to the clients who attended the meeting was converted to digital format; We use many images, we take drone photos and videos of the progress of the projects developed every week, so that we can regularly share the knowledge with our clients about the progress of the construction of their house, ”he said.

Admittedly, as the situation improves and quarantine conditions become freer, in some cases it will be possible to arrange live one-on-one meetings with clients. According to K. Karbauskaitė, a live inspection of the house became important for those waiting for the end of construction to be able to plan the installation and clearance processes.