Real estate capture is one of the most important and complex processes in the real estate market. This is because the action comprises a series of factors that, at times, are beyond the broker's control – which does not mean at all that they cannot be circumvented.

Among the elements that influence an exclusive capture, we present the ones that we consider decisive: approach, the broker's social image and the owner's intention. These factors are interrelated in a non-hierarchical way and there are others, which will also be dealt with throughout the text.

When finding an available property, you need to contact the owner with caution. How this contact is made is related to the approach. Phone calls are still the best way to get in touch, however, the internet provides other means such as e-mail and message.

Even at this first moment, it is important to try to set up a tête-à-tête conversation, responsible for clarifying doubts and allowing the broker to demonstrate their real interest in the client. During the meeting, show him the advantages and benefits of an exclusive contract and be clear about the relevant commissions and legislation. For a good negotiation, being ethical is always the best way out.

Try to adopt a clear and neutral language, avoiding extremes. This is because a very formal language can sound bureaucratic and the use of slang or very specific expressions from the real estate market can convey an image of disregard/disregard towards the owner or even arrogance. Remember: this is the time to gain customer empathy.

The owner will likely receive numerous requests from other brokers. Therefore, he needs to believe that your company is the best solution. This is where the broker's social image factor makes all the difference. To succeed in this regard, build a positive, responsible image and work to publicize it. In this sense, some attitudes are golden: keep calm and treat potential customers with respect; be helpful and willing; be punctual and honest, that is, always work to build an image of efficiency and credibility. This will make your brand, company and name remembered and always prioritized.

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Also in this sense, to build a positive image, the basis is to focus your actions on the customer. Therefore, it is important to understand what your needs and intentions are, in order to work in such a way as to provide intelligent solutions. At this point, the third factor mentioned before comes in: the owner's intention. If he just wants to rent the property, there is no reason to insist on the sale, for example. One possibility is to show the advantages of another type of negotiation. If the owner agrees, the next steps can be taken; if he disagrees, the focus should be on meeting his needs and intentions.

Thus, property acquisition comprises the process of finding the property, convincing the owner to close the contract with your company and following it up. In a nutshell, we can state that the broker's interpersonal and professional relationships, as well as the way he and the company he represents are seen, are crucial for the realization of exclusive funding.

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