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In the modern world of new home sales and multi-family leasing, technology has made its mark through AI, virtual tours, and other automated tools. While these innovations provide convenience, the human interaction between prospect and consultant remains unmatched, particularly in committing to an investment of this magnitude. Here’s why the in-person connection is invaluable:
Buying a new home or leasing an apartment is one of the most personal decisions someone can make. Anyone looking for a new home has their own set of reasons that will influence what they think is most important in the next place they choose to live. Whether it’s price, certain amenities, location, or aesthetics, the reality is that selecting a new home is about the people choosing it, their experiences, their dreams, and the process of choosing all the elements that are important to them.
While virtual tours can be programmed to focus on a set of features or amenities, they aren’t really a proper substitute for that human connection. Technological tools still lack “likability” and the ability to discuss in as much or as little detail as the customers need to be certain this is the home for them. Having a trained professional on-property creates a significant advantage because they can build authentic, face-to-face connections that technology simply can’t replicate. Providing AI or virtual tours relinquishes the opportunity to interact with someone and puts the prospect in the position of developing their own conclusions from what they find online or what’s been programmed to be delivered.
A trained professional can pick up valuable queues that help to understand the prospects’ needs when connecting with them in person. Your in-person consultant can interpret body language, respond to nuanced emotions, and adapt their communication style to match the buyer's needs. This personal touch fosters trust and confidence, creating a deeper connection between the prospect and the property. While some elements of technology can streamline the initial research phase or the closing and finalizing of paperwork, it’s important to entrust the discerning and dialogue portion of the transaction to a trained professional. One that won’t glitch or freeze if the internet connection is disrupted.
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Beyond the connection and trust, in-person sales and leasing consultants can provide instant, customized solutions to potential buyers or renters. Whether addressing specific needs or answering spontaneous questions, an in-person representative can pivot and adapt on the spot. Virtual tours and AI present static, pre-programmed information, lacking the flexibility to provide personalized recommendations or options based on a buyer’s family’s unique circumstances.
This underscores the time value of money. In leasing and sales, building value early in your customer’s buying process pays more than building value late. A customer’s mind is more receptive to placing value on a solution before they have even started on the price justification or negotiation stage of the purchasing process.
For the builder and property manager, this early-stage timing is crucial. Not only because of the ability to influence the customer’s justification process or build buy-in to the value of the property, but also because when a customer decides to secure the home sooner rather than later, the builder or property manager benefits from receiving cash earlier which has several financial advantages (again, time/value/money). Leaving the early decision-making process to a virtual tour, or up to the consumer to determine on their own, will likely add more time to the process, more competitors to be considered and more time with the vacant property unsold or unleased.
The emotional experience of buying or renting a home cannot be understated. A skilled sales representative can highlight key selling points in real time, such as a breathtaking view from a balcony or the premium quality of finishes. While virtual tours showcase spaces, they often fail to convey the true feeling of the environment. In-person consultants can create excitement and emotional resonance that drives decision-making.
In addition, a memorable, positive first impression can lead to repeat business and referrals. Satisfied customers are likely to recommend the builder or property manager to friends and family, reducing marketing costs and generating a steady stream of new leads.
In a market where many builders may rely on impersonal marketing or online interactions, an in-person approach can set a builder apart. It shows commitment to quality and customer service, which can be a decisive factor for buyers.
Overall, investing in a strong first impression isn’t just about making an immediate sale – it’s about creating a lasting relationship that leads to repeat business and ongoing success.
