Which Property Owners Should I Contact?

Not all clients will come to you, many times you need to seek them out and make the deal happen. While this process can be time-consuming and sometimes viewed negatively, it is essential to define your target audience early on, including when and where to focus your efforts. Depending on the profile of the owner — whether individual, investor, or other — it is necessary to adopt specific strategies, taking into account the type of property and detailing all the steps to acquire the properties you are interested in.

In addition to targeting specific audiences, identifying key regions in which you want to operate is crucial. These should be carefully mapped out according to your preferences and how they align with your client portfolio. Focus on areas with a good range of services, transportation, and leisure options, as this increases the real estate value and enhances the potential for business success.

Stand Out as a Consultant

Before diving into the steps for contacting a property owner, it is important to emphasize that, to find potential clients and build an effective connection, you must differentiate yourself as a consultant in an increasingly competitive market.

While having a professional profile on social media is valuable, it is not enough to reach all property owners. It is also essential to maintain offline and traditional channels, such as distributing business cards in the areas where you wish to operate, and even considering outdoor advertising. Engel & Völkers provides its agents with comprehensive communication tools, both digital and physical, to help you succeed in property acquisition.

Tips for Acquiring Properties for Sale in Portugal

One of the main challenges in the Portuguese real estate market is the shortage of homes for sale, which makes the acquisition process more difficult. However, overcoming this challenge can define your success as a real estate consultant.

To acquire properties for sale, it is important to stand out and demonstrate your added value to property owners. Follow these five recommendations to secure properties for sale:

1. Know the Property in Detail

Demonstrating expertise is essential in any business. When you finally schedule a meeting with a property owner, it's your moment to prove that you are the right person to help sell their property.It is crucial to know all the property's characteristics, including the strengths of its location. Show that you have been monitoring the property in the market and are aware of how long it has been available. Highlight why you are the best representative for this property.In addition to mastering the property details, it is equally important to demonstrate your knowledge of the real estate market. Show that you can secure the best deal for the owner by explaining the sales and acquisition taxes and providing insights into how long similar transactions typically take today.

1. Negotiate the Property Price Based on Market Data

To succeed, your sales strategy must include a deep understanding of the prices of similar properties in the same area. Sharing this knowledge with an effective strategy is key to earning the owner’s trust.Often, property owners set prices that do not reflect market realities due to a lack of knowledge or proper evaluation. As a trusted real estate consultant at Engel & Völkers, you can offer a quick and accurate evaluation. Consider aspects such as historical pricing of similar properties, the availability of comparable properties on the market, and the average time to close deals. Your expertise can greatly add value to the acquisition process.

1. Stand Out as a Consultant with the Client

First and foremost, the client must understand the benefits of selling through a consultant rather than opting for a direct sale. By choosing an Engel & Völkers consultant, the client ensures the best market value for their property and a quicker sale.These reasons alone are compelling, in addition to the reduced stress and elimination of bureaucratic tasks that the client would otherwise face. Engel & Völkers consultants are experienced in legal procedures, contracts, and taxes, making the process much more efficient.

1. Be Prepared for Property Rejections

Buying and selling real estate involves ups and downs. Many property owners question the need for a consultant. Some believe they know their property and its location better than any consultant, and since they are not in a rush to sell, they think they can handle the process without assistance.It’s essential to understand that many owners trust their informal network of neighbors and acquaintances more than a professional portfolio, believing it to be more effective in selling the property.

1. Don’t Give Up at the First Attempt—Follow Up on the Deal

If your initial efforts to convince the property owner to work with you are unsuccessful, don't give up. It’s crucial to continue monitoring the sale of the properties you were unable to acquire. If they remain unsold, it could be an opportunity to reinforce the benefits of having a professional mediator.Maintain occasional contact with the owner and demonstrate that all transactions are more efficient and profitable when handled by a specialized consultant.

Investigate, Get Informed, and Acquire the Properties You Want

By following these steps, you will be able to close successful deals and acquire the best properties for sale. Stay up-to-date with market values, identify potential opportunities, and continually grow your client base. Engel & Völkers is always ready to be your real estate advisor.