The Covid-19 pandemic has been causing profound changes in society. And whenever changes occur in human behavior, companies also have to reinvent themselves to survive.
In the case of real estate, the current scenario has shown the urgent need for acceleration of the sector's digitization process. Because people have become more open to living and deepening their experiences of internet consumption.
We know that the “face to face” has always been the best way to negotiate in real estate and construction companies.
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But with social distancing, several digital solutions are being made available and are able to stand out as opportunities in a 100% online journey to purchase and rent real estate.
Research of the Brazilian Society of Retail and Consumption (SBVC), reveals that 52% of respondents They're buying more on websites and apps during quarantine. However, a relevant data from this study showed that 70% of respondents expressed interest in continuing to buy more online than they did before.
Another survey by the Zap Group, conducted only with people interested in real estate, showed that 38% of respondents want video tool-transmitted visits and 37% would like to take a 360o tour in the property offered.
However, according to the research, the percentage of companies that offer these solutions is still below demand.
Contents
Toggle- Digital transformation
- Virtual Service
- Virtual tour with 360o photos and videos
- Electronic Contracts
- Good practices for real estate and brokers
- Conclusion
Digital transformation
Digital transformation is the way to overcome the challenges of quarantine. Even for companies that were already born supported by technology, coronavirus brought learning and opportunities for improvement.
We've talked. in this post here from Blog, on the need to build a digital maturity in companies, which also goes through digital transformation.
So if your business is real estate, understand that investing in online service technology and structure makes all the difference between you and your competitor when it comes to attracting and winning customers for sales.
Virtual Service
In the rental segment there is only one part that currently cannot be virtual: the delivery of keys. Most real estate companies have already adopted secure mechanisms for electronic signature in contractual matters.
Sending videos and photos to the property demonstration was also facilitated through messaging applications such as WhatsApp.
For those who work in sales, it's no different either. Some construction companies adopted the lives to present the properties to the interested parties and the physical visit ends up being restricted to the latter, to actually close the deal.
Live and online presentations have been increasingly frequent, as the overthrow of the Selic rate has created conditions for investors to migrate part of their portfolios from the papers to the real estate.
The FifthAndar, start-up rental, purchase and sale of properties that already acted fully on the digital, also needed to transform on account of the pandemic. The visit to the real estate had to be reconsidered.
“ We went to find solutions that would guarantee this complete experience for the customer, such as the ‘Speak to the Broker’ button. With him, the client, with the help of the broker partner, can make the visit from a distance, remove their doubts and decide whether that property is what it is or not looking for ", highlights José Osse, Communication head of the platform.
Virtual tour with 360o photos and videos
In the same trend of buying a property without moving, virtual tours are on the rise. They have become incredible digital experiences where potential customers can stroll through projects and get to know the details of the real estate, without leaving the place.
With a 360o tour, interested parties can have access to all the spaces of the enterprise. Not only to decoration and accommodation, but also to leisure areas and at the entrance of the project, as if it were on a real visit, which can greatly enhance the purchase decision.
Ease of access is an increasingly valued differential by real estate customers, and can be complemented by sending documentation and the possibility of an online subscription to close the business.
With this, visits to the real estate became more assertive. Real estate and construction companies can make filters before visiting with an interested customer.
With the sending of videos and photos, the possible customer will only visit that property that is absolutely sure that he already liked. This is an important change in behavior for a sector that needed to readjust itself to the current scenario.
Electronic Contracts
The biggest and most significant change that real estate and brokerage companies adopted during the pandemic was the possibility of closing a business in a totally digital way.
A taboo, now a rule. There was no talk of signing a digital real estate contract. You signed a digital contract for things like Netflix streaming subscription for example, but not to buy a property.
And suddenly, it became a necessity.
All those bureaucratic obstacles that existed were hit by a car. It was not even time to discuss the adoption of these contracts with the legal department, it was all migrated to the virtual environment.
And this “in a good way” hit-and-run came to favor the client and builder. They both had the advantage. The client can, from his home, read the contract, calmly consult his lawyer and make a decision in a thoughtless manner, without rushing to sign.
The experience with digitization has been very positive for the construction companies, helping brokers and customers.
Scanning allows the entire process of purchasing a property to be done remotely, quickly and comfortably. Currently, it is possible to purchase a property without having to attend even to sign the deed.
Digital signature works as a physical signature replacement, It has legal validity and is equivalent to a signature of its own fist. It is an electronic means of authentication of acts designed in contracts and documents.
Authentication is done by checking and storing digital information from that design. It is this information that will indicate that the signature and contract are reliable and valid.
Advantages:
- Possibility to sign from any mobile device with internet
- Simplification and agility of processes
- Provides sustainable action through reducing paper and ink spending
- Time and cost saving
- Enables signing of the contract without the physical presence of the parties involved in the negotiation
This is a benefit that the customer did not count on and that can now be even, attractive to purchase.
About the security for those interested in renting, selling or buying, digitally signing a contract, that is no longer the future of the market but a reality. The customer has confidence in signing the property digitally because there is beyond anything the credibility of the broker or real estate agent.
Good practices for real estate and brokers
Don't want to focus on the sale alone.. It's time to understand your customers more. Use empathy and avoid suffocating the customer with proposals and more investment proposals. Try to motivate him, have a more friendly and less sales pitch, with incentives to invest in something that can be a good deal.
Stay tuned for market trends And everything that happens outside your universe as a broker or real estate agent, because in a global economy everything is connected. From now ono trendingwill always be a subject much addressed by customers, both sellers and buyers.
Try to become a funding expert. Now, more than ever, due to the crisis and the reduction of money in circulation, brokers need to know everything about financing, bank regulations, profitability of investment funds and the current financial market.
Find opportunities in the crisis. The real estate market, from now on, will be one of the largest niches of investments in the country. Instead of the volatility of investment in shares, many are seeking security and the real estate market provides it.
Buying a property, you may have a liquidity crisis, such as not being able to sell or rent the property in a short time, but losing money, will hardly happen.
Awareness of people is fundamental, so they decide to invest in real estate. The real estate or construction company that specializes in bringing value and profitability to its customers will succeed for a long time.
Conclusion
As in most businesses, physical experience and human factor will always be relevant when we talk about buying a house or apartment. Besides being a high-value investment, it has to do with each other's personal issues.
As we saw in the post, the digital world has optimized some stages of this whole process.
The real estate property, for many people, is the dream of a lifetime. So it is essential to use the digital world to break down red tape, accelerate processes, without ever forgetting (with or without pandemic) that we are human beings, and our business is done with other human beings.
So don't stay out of this digital transformation. Structure your real estate or construction company for this new connected and virtual moment. Needing help with this no-turn challenge, Count on the NVX.
Talk to me. Here.
Until the next post!
