Hello. In this article, I will share with you my experiences and tricks in applying for the sale of apartments, namely - how to make a sale. Here is the summary of the article:

1. What is a "portrait of a buyer" and why do we need it?
  2. How to make a sale?


  5. What should not be the description of the apartment in the announcement of the sale?

1.What is a "portrait of a buyer" and why do we need it?

It seems to be an uncomplicated task, to make beautiful. But some have real problems with this. Of course, the ad should emphasize the advantages of the apartment, but the ad is not "rubber", and even when describing it does not need to write a whole poem - it scares people away. The main thing is to know who we are going to sell it.

More precisely, for whom she can come. For this we need a portrait of the buyer. Before you describe the apartment in the ad, you need to introduce a person (or family) who is looking for such an apartment.

We do not take exceptions, we take the total mass of potential buyers. Since both older and younger people are different. It is not necessary to "sew" all under one comb. But now we are interested in the BASIC portrait of the client.
  Mentally or in writing, answer a few questions in order to understand what is important for this person (family):

- How old is a man (married couple)?

If these are young people, then the floor, the state of the apartment, where the windows go out, is not always important to them. They can be more important energy of the apartment, its cost, proximity to entertainment centers, etc.

- A family man or a bachelor?

If a person is single, then, probably, he will be interested in nearby cafes (canteens) with good food, as there is no time to cook. If a family man, he will be interested in the park nearby and a good playground.

- Where does a person work?

If he works in silence, he may be interested in an apartment next to busy streets (cheers, so to speak). Or vice versa, if a person works in a Tractor Plant with a noise of N decibels, then after work he will want to take a break from the noise in a quiet apartment. Although it is quite the opposite: noise attracts noise and silence - silence.

- What is the salary of a person?

If not high, then he will not be able to pay for utilities in large apartments, and if high, he will not be interested in the starling houses. He needs space. And so on…

Therefore, the ad should be based on what you want to hear
  about his apartment a potential buyer (what to see in it or next to it).

In the event that you have compiled an advertisement, but it did not work - redo it for a different portrait of the buyer. Maybe you just did not guess. Test.

For more information on the step-by-step system of real estate sales, you will learn from my course

2. How to make an apartment description for sale?

More lies ... I'm kidding, of course. No. You can not lie, the lie will still open in the show. Here you can only keep it secret. Make it necessary so that a person (potential client) wants to see it. And already at the show - everything else.

The purpose of the beautiful description of the apartment is the client's call to you. This must be remembered. The purpose of describing an apartment in an ad is not its sale. The purpose of describing an apartment is
  selling a call to you. That the client wanted to call you and find out the details.

So you (at least) will have a client phone and you will be able to offer him something else if you do not sell him a show of this apartment.

Therefore, describe the pluses of the apartment taking into account the portrait of the buyer. There is a subtle point. Minus in the description, too, must be present. Small, but still. Since a strongly "sugary" description of the object can cause suspicion.

Describe not all the pluses, so that the call was a logical continuation of the ad reading. You can test calls to action: "Call", "Call right now," etc.

Here are examples of how a good description of the apartment is done and not very good:

Bad description ... Who needs "Primary privatization", "adult owners" and "all documents are collected" ??? The customer buys what? "Primary privatization" or "adult owners" ??? He buys an APARTMENT! At least, this is not all at the beginning of the announcement, because the client (like all of us) reads the ad from top to bottom, and not vice versa. There is a lot of text: I want to move on to the next announcement more quickly. You need to show all the type of ads that you SAVE the CUSTOMER'S TIME (in extreme cases, just show the mini-trust to the client, and it's better that and that)

A good description of the apartment ... The minimum of text, the maximum of pluses and benefits. People need benefits and advantages. They need to save their time and energy. Then they, at least, will be positive about the ad = positive attitude towards the person who submitted this ad. On such an announcement I want to call and find out the details: this is the main purpose of the announcement.

3. Which photos are better to upload?

Oh. This is generally a sick subject for many non-professionals. They so sfotkayut apartment, even that you do not want to go into it. But the photo increases the effectiveness of the ad in 2 (if not 3) times.

Firstly, the photo should be made by a high-quality camera (or camera from a phone with a flash). If the photos are substandard - it repels.

Secondly, the photos should be light (not dark). For this, photograph with a flash and (if the frame has a window from which beats light) try to keep the window not in the
  focus. For example, here is a dark photo and a light photo. Do you see the difference?

Thirdly, the apartment should not have a mess (at least in the photo). Ask the owner to clean up (tactfully, of course). Broken = unwilling = price reduction or "no call" to you.

In the fourth there should not be people in the photo (if possible). As if real estate is waiting for him (the client). And then some of the pictures you see - do not want people to somehow disturb in the apartment. Well, etc. Everyone has their own cockroaches in the head (in the subconscious).

Fifthly - you need a profitable perspective with the photo. To maximize the advantage that you want to convey this photo. This is already with experience, of course. For example, if you shoot a room without a ceiling, then visually the ceiling (in the client's view) is higher (or lower, depending on the photo).

Or a photo in contrast (comparison) with something. If you take it at home, you can make this contrast by hooking up a nearby house in a worse state, etc.

For example, here is the photo:

A selling house (with blue shutters) seems much larger than the rest, behind it.

A selling house (with a blue fence) loses behind a standing house.

4. What else should be considered in the description of the apartment when submitting an advertisement?

Keep in mind that the title of the ad is what the potential customer pays attention to immediately, and then the rest of the text. The goal of the header is to hook the client, to motivate him to read the entire ad. In the title - only the pluses of the apartment (several, the most important for the buyer).

Consider the portrait of the buyer. It's like a reprise: two times and it's funny. So here: two times and clicked on the headline (to read the entire ad).

Try to get the customer's mini-confidence by doing. And how to achieve to inspire confidence in yourself? First, trust yourself. Thus, knowing that you are giving him a mini-trust, the client (in his thoughts) is obliged to show a mini-trust to you. For example, you can specify a minus of the apartment (among the pros) and describe it "honestly" using the technique "but". "Yes, there is a minus, but there is a + + +"

For example: For sale 3 rooms. apartment …. «+» .... «+» .... "+" ... Of course in it (or next to it) is located (a) "-", but this "-" (we transform it into "+") ... "+". In general, we will agree. Call us! - Exclamation mark (in mind) is read more aggressively.

When drawing up an announcement about the sale of an apartment, three basic principles should be taken into account: the announcement should attract attention, inspire confidence in you as a seller and answer in advance most of the questions that potential buyers may have. Director of real estate agency V.Danilyan tells how to make a "selling" ad for posting on the real estate website and what errors should be avoided.

Write down the main elements

Any announcement of the sale of an apartment must necessarily contain full information about the object:

• location of the apartment (district, transport accessibility)
• floor and number of storeys
• building type
• number of rooms
• total and residential area of ​​the apartment
• kitchen size
• information about the bathroom
• availability of a balcony, loggia
• availability of parking spaces
• price

To hook the buyer

On the sites for the sale of real estate, and on our site including, daily a fairly large number of ads for the sale of apartments. If the ad is not properly designed, then it is possible that it will get lost in this huge stream. When composing a "selling" ad it is extremely important to put yourself in the place of the buyer and look at your text with his eyes.

• Why should a potential buyer choose your apartment
• How to make it so as to catch his attention and highlight your ad from tens of thousands of others.
• What needs of the buyer is decided by my apartment

The so-called "anchor" in the announcement of the sale of an apartment should be a description of its advantages. For example, if a great view opens from the window, then be sure to mention this in the ad. If your apartment is in a quiet and clean area, indicate this, adding that it is ideal for a couple with a small child.

It is important that the announcement finds an emotional response from a potential buyer and makes him want to immediately see the apartment. To do this, it is necessary to dilute the dry facts with epithets, such as "cozy apartment" (evokes thoughts about cozy family gatherings), "spacious kitchen" (the mistress's dream) "well-groomed yard" (walks with children), "a wonderful view from the window" (as it should be delightful to drink morning coffee and enjoy this view).

Examples are actually mass, and you can always find epithets that fully describe the advantages of an apartment and create a mood. However, to choose epithets should be cautious, no "lyrical" digressions and literary delights, and then the effect will be directly opposite.

To attract buyers can also be non-standard, catchy headlines. For example, if the headline of your ad is "Ideal apartment for a couple with children" or "Modern apartment at a price below market", then the probability that it will be read several times. Remember that the title should be thematic, simple and understandable.

To speak only the truth

Despite its obviousness, this point still found a place in this list of recommendations, and that's why. In my practice, I often had to deal with the owners of real estate, which were given in the ads, to put it mildly, not quite true information about the object being sold. The misinformation of the potential buyer will lead to only one: you will lose it immediately after viewing the apartment. And do not expect that you can attract a client with a beautiful wrapper, and then try to justify your lie somehow or hide faults. Remember the battered truth: a little lie gives rise to big suspicions. If the buyer convinces you of lying, albeit insignificant (in your opinion!), Then you will lose his confidence, and with it the opportunity to sell an apartment.

By the way about the shortcomings: the ad should not be silenced, but you must learn how to properly submit them. Let's talk about this further.

Correctly "sell" shortcomings

How to correctly play the flaws? In the arsenal of professional realtors, there are many tools for removing objections from customers (we will talk in more detail about these techniques in our next article), which work perfectly. Some of them can be applied already at the stage of compiling the announcement. Let us take the most common: the transformation of a defect into a dignity. For example, your apartment is on the last floor of a multi-storey building, which for many is a serious drawback. But it can easily be turned into an advantage - from the last floor a beautiful view opens, the air is cleaner and less noise.

Add photos

Announcements for the sale of apartments must be accompanied by photographs of good quality. Images should be clear, not blurry. It is undesirable that there are extraneous objects in the photographs. To us in base often there are announcements with photos of rooms where the things are scattered and reign disorder reigns. Needless to say, what a repellent impression they produce. To avoid such an unpleasant situation, it is still better to clean up the apartment before taking pictures. Your photos should emphasize the dignity of the apartment, so that there are less common plans, and more details (new plastic windows, niches for storage systems, built-in furniture, successful design solutions, etc.).

Show price

So we reached the main point of any announcement of the sale of an apartment. Whatever one may say, a potential buyer first of all pays attention to the price, and then to all the other components that I mentioned above. Only after making sure that this particular price proposal is commensurate with its financial capabilities, it will continue reading the announcement.

Many apartment owners deliberately overestimate the value of the apartment, so that later it can trade without losses. However, this "sweat" may not happen, because an inadequate price can simply scare off the buyer. Another trap, which often comes across the owners, is to indicate in the ad "bargain." Thus, you immediately declare to the buyer that your apartment is not worth the specified price. If you intend to bargain, then do not say this in the open, say this in a personal meeting with the client.

Call to Action

Do you sell an apartment? Publish an ad on our site, taking into account recommendations from a professional realtor.

Where to submit an announcement about the sale of an apartment in Penza? How to make an announcement about the sale of an apartment?

Penza newspapers: "First-hand", "From hand to hand", "Happy event". You can also apply for the sale of apartments in free newspapers, which you often find in their mailboxes. Internet resources. Sites of free ads such as " Apartments in Penza. EN ", "bazarpnz.ru, " "From hand to hand ", "Penza Building Portal.  " and etc.

We compose the announcement. To attract potential buyers, try to indicate in the ads full and reliable information, namely: address - street and house number, floor / floor of the house, wall material - brick / panel, apartment area - total / living / kitchen sq.m., location - corner / not angular, the presence of a loggia / balcony is glazed / not glazed, adjacent / separate rooms, combined / separate bathroom. Additional information: entrance metal door, the condition of the apartment, the presence of tiles in the bathroom, the condition of pipes, plumbing, the presence of plastic windows, etc. Be sure to quote the price of the object. By this you will save yourself from unnecessary calls from the curious. Do not submit empty ads like: "I sell an apartment in the center." Such an announcement will not be of interest to people, tk. does not bear any semantic load.

Another way to find a buyer is to post ads. Often, neighbors around the house, in the district, want to buy an apartment in your area, the parameters of which fit yours.

We glue these leaflets on the notice boards of the house entrances pillars, bus stops of your and neighboring areas.

Example of an apartment sale announcement:
For sale 2-room apartment on the street. Suvorov, 159. 7/15-storey brick house, no corner, 72/34/11 sq.m. Condition excellent, after repair, plastic windows, loggia glazed, separate bathroom in the tile, new plastic pipes, new plumbing, tension ceiling, laminate. The documents are ready. It is free from residence and registration. Price: 3 000 thousand rubles.

From such an announcement the buyer sees the basic characteristics of the apartment being sold, its condition, value, and already determines for himself whether it is interesting to him or not. In this announcement you can add about the location next to the house infrastructure: kindergartens, schools, sports centers, shopping centers, shops, public transport stops, etc.

If you have established an adequate price for your apartment, corresponding to the state of affairs in the real estate market in Penza, and competently made up the announcement, the results will not be long in coming.

  → How to make an announcement about the sale or purchase of real estate: apartments, rooms, houses, villas or land that would be faster to sell.

How to make an announcement about the sale or purchase of real estate: apartments, rooms, houses, villas or land that would be faster to sell.

Due to the features of a modern search on the Internet when creating ads for the sale of real estate, we recommend:

Specify the main ownership of the object - the address that begins: Russia, Moscow or Russia Moscow region, Dmitrovsky district.

Next, the metro, street or locality. If it is a district center, specify the district and city: Russia, Moscow region, Klinsky district, city Wedge, street  Foundry, house  3. Or Russia, Dmitrov district, dmitrov city, microdistrict Makhalina house17.

It seems a bit long and formal, but it is the full words on these ads that will attract freelancers, namely:

Russia, Moscow, Moscow region, city, metro (metro station), district, street, microdistrict, house are high-frequency queries, i.e. frequently asked queries on the Internet. A, low-frequency requests or targeted questions, i.e. concrete or not common: Klinsky district, Klin, Liteiny. Those. The address question has a better chance of reaching your ad than an addressless one, but, from the buyer's point of view, it's correct. For example: I'll buy a cheap apartment in the Moscow region - and then your ad coincides in two phrases: the apartment and the Moscow region. That's why the ads need to be written correctly: I'm selling a cheap apartment near Moscow in the Moscow region, for example. The list of the most frequent words is given below under the link and it is better to read and copy them to your notebook.

Accordingly - the description of the object should be wider, contain many high-frequency and low-frequency descriptions.

List of the most high-frequency words on the Internet concerning real estate.

Russia, Moscow, Moscow, buy in Moscow, buy + moscow, rent + in moscow, moscow 2011, moscow map, metro moscow, work in moscow, apartments + in moscow, real estate + in moscow, Moscow region, real estate + in real estate, real estate agency, flat, apartment, flats for sale, buy an apartment, rent, irr, buy a quartet, house, house for free, a series of houses, buy a house, baths, construction, board, castle, furniture, buildings, land, plot , cheap, expensive, inexpensive.

Some examples:

Real estate agency sells an inexpensive apartment  near Moscow, in the Moscow region, Mr. Dmitrov, house  12 floors, apartment  on the 3rd floor. House  of brick (better brick). Road  to the house asphalt. A good offer of real estate for the Moscow region - certainly not in Russian. But the Internet is not a Russian invention.

Recently, it has become fashionable to write a word owner or intermediaries not to bother, without intermediaries. This attracts buyers, and the question of why the agency, you can always honestly answer - on behalf of the owner or owner, because the contract itself will be signed and receive money it is. A good proposal was made at the meeting - price from the owner.

Sale of land  Near Zelenograd, by (there is a bus stop ...) there is a bus 457 Solnechnogorsk - Moscow  from metro  Voikovskaya, the area of ​​the site lands  12 hectare, propiska, Permanent residence, IZhS. Electricity, good road - communications  there is. Beside built cottages  and a good winter house - dacha with a bath. Documentation  ready for a deal, cadastre, a new certificate. Inexpensive, the owner.

To improve the binding to Moscow, you can write: a convenient transport connection with Moscow or as in the previous announcement.

Price - the main part of the announcement, if the owner has a transparent relationship with you, then you can dump a little on the estimated installments of payment, a mortgage. But in any case, even if you need a sale, the price in advertising should be comparable to the real price. As the practice of dumping in the price tag showed, if the price is unrealistically low, then there are a lot of calls, but it does not even reach the shows. And therefore it is not recommended to have a difference of more than 20%. On average, 5-10% of the average price.

If the object needs to be rushed urgently, the chain burns, money is urgently needed, and the urgent repayment program does not quite fit, then in the price of the object it is necessary to put a commission on the intermediary, that is, that the object could be sold not only by an employee of our agency, but also by others colleagues in the real estate market.

When creating ads for posting on free message boards, real estate sites, etc. on the Internet, to buy real estate is better, too, more to write different words that coincide with high-frequency requests, thereby increase the rating of your ad and a lot more people will be able to read your ad about buying real estate.

For example: I will buy a house with a land plot, along the Leningradsky, Dmitrovsky, Rogachevskoe highways, not far from Moscow, in the Moscow region. Registration is not required.

In any case, one must understand that one ad is lost in the web of the Internet and it is better to give many similar announcements than, in principle, the real estate agency does, creating a cloud of advertising that potential customers see much better and it catches their eye more often. And therefore the amount of information passing through the real estate agency is much larger, and you only have to use it competently to connect the buyer with the seller.

Great request !!!
To increase the effectiveness of our SITE, and not to promote third-party resources,
you first need to post the materials on our
BOARD OF ANNOUNCEMENTS,
send, crimped into the office manager, photo and text to me on[email protected] ,
After receiving a response from me, check the ads on our website.
And only then, post ads to other sites.
The time will be a maximum of two days, but the effect for our site will be much higher.

Analyzing the last requests on the Internet except the word SELL, you still need to insert the word BUY. Because Most users are so direct and write and only "correct boards", like Mir Apartments, respond to their requests. For example: "You can buy a dacha by the address: Rossiya, Moscow region, Khimki district, Khimki, Firsanovka microdistrict, Lermontov street, house 14. I sell land with a house, etc. ........ ........ "

Given the recommendations and experience of other agencies, we have a contact heading,
in which now there are pages of each agent, pore them (especially education), send your photos and your page will work for you and your image.
If there is no page, then send me your data and the page will appear. A photo can be multiple.
Including your email addresses, addresses in social networks.

And now the latest novelty: promotion of our sites on the Internet is four times better and faster, if you hold a small videotape, on any inferior cellular, send it to me on [email protected]   , and then put it through the rout on Slando!

From the Portland Business World also has several wishes.

Dear user of the Realtor PRO program.

We have prepared for you some tips that will help you attract more customers.

1) Photos
Try to post real photos of each property, objects with photos attract 70% more customers than objects without photos and increase the likelihood that the client will contact you.

2) The "Advanced"
Be sure to fill in the "extra" field, describe each object as much as possible, the number of characters is limited to 250.

3) Pictures of agents
Add a photo for each agent, it also attracts customers.
If instead of agents you have other photos, then replace them with a real photo of the agent.
See how to do it: http://rieltor-pro.net/lesson_flash/add_main_info.html wait for the full download of the video and look carefully.

4) Mail on the portal
We created a system of information exchange between the agencies of your city.
Fill in the email field, this mail will receive notifications for your applications.
To enter the email you need to click on the link "Exchange of information" at the bottom of the Realtor PRO program and click on the link "Realtors are looking" in the window that opens, then enter your email in the "Your e-mail" field and click "Save".

For more information on the exchange of information, see: http://nedvizhimost-sale.ru/index.php?do=rieltor_show&nid=30

And further:
If the property is sold, then move it to the archive, to move to the archive, click on the desired application and click "Edit", then tick the "archive" and click "OK."

Free professional program for realtors - http://rieltor-pro.net

And now a few additives for drinking water, based on our experience, the practice of colleagues and the opinions of self-taught customers:

One ad is a drop in the sea of ​​information. And the Internet is arranged so that this droplet, to sozheleniy quickly evaporates or dissolves into a sea of ​​fresh information, which as rivers and rains fill the lake and the sea.

And of course you need to understand that the information in the agency is not a whirlpool in which everything is drowning, but life-giving moisture for the opportunity to earn and therefore the BUYER from the HOME DOES GO YOU TO SEE THE HOUSE OF THE COVERS THERE are on the contract with the agency or vice versa SHOW ONE APARTMENT, I did not like it, went further and then made conclusions.

Goldfish do not live in a small volume of turbid water.

8 tips from Slando   : how to compose an ad that will quickly pass the moderation

If, despite adherence to these rules, you continue to experience problems with moderating your ads - please contact support through the contact form. The answer to your letter can take from several hours to several days, depending on the complexity of the problem.

There are many sellers of real estate, but there are not enough buyers, so you will have to adjust to the time. During the show, we are impressed by the breadth and breadth: we air the room, turn on all possible lamps, open the interior doors, "aerobatics" - the aroma of coffee or fresh baked goods that is hanging in the apartment.

A pet is best served for a walk with family members who are not involved in the show. Superfluous people and pets create a completely unnecessary impression of tightness, and the dog can also start to growl and rush.