Most real estate brokers and salespersons dwell too much on selling the house or condo. But there are a lot more you can “sell” to your buyers to be able to convince them to buy and/or invest in real estate, not just the particular house or condo. Consider these things too.

The Location. Foremost in the minds of house hunters is the location of the property. Questions that would linger in their minds are which landmarks are within the vicinity.These are churches, supermarkets, hospitals, schools, malls and business centers to name a few. Strike a conversation mentioning the proximity of the house to these landmarks. Your buyers would appreciate the fact that they are going to live in a place where everything are minutes away from where they would live.

The neighbourhood. Buyers tend to assimilate themselves and they would always check on the kind of surroundings they will be in. Discuss with them the kind of neighbourhood they will be in, who these people are and what they do. Find for them a common ground. Make them feel secure, safe and that they belong.

The Amenities. These are extra spaces that comes with the package of buying the property but most of the time are being ignored by the broker/salesperson. Always mention and strike a conversation about the amenities like gyms, clubhouse, the pool, business center, meeting rooms, spa, the spacious park, basketball court, tennis court, playground, jogging trails , yoga area and so on and so forth. Once you move the conversation to the amenities, the property now becomes cheaper and slowly but surely you’ll be able to convince your buyers that the property is worth it’s price.

The developer/previous owner. Boast on your buyers who develop or owns the property they are buying. Make them feel that they are doing business with the developer/owners themselves. It’s a nice experience for the buyers to feel that they are of the same level with the developers or owners. Imagine how your buyers would react if you say, “The Ayala family built this property as if they will be the ones to live here. As you can see, amenities are world class and construction is first class.” Or, “This house is where Team Kramer came about. All the kids of Cheska and Doug Kramer were born here and it is in this house where they started to blossom as big time endorsers. This house brought good luck and great fortune to the family. Now they are transferring it to you.”

As a “dealer”, brokers and salespersons should be creative enough to strike on several conversations until you find a common ground. Don’t be dull trying to focus on a singular focal point.

Remember, your buyers are not just buying a house or condo. They are buying where they will spend their future. A future where they will work and raise a family. Help them find the right place for them.