• On the back of the economic slowdown, the market has only gotten more competitive; especially in the prime areas within the Klang Valley.

• Sellers will have to stand out from their competitors and the best way to do so is to offer quality service, act professionally and with integrity when dealing with a potential buyer.

• Gaining your client’s trust is the deal clincher here.

• Owners will have to keep themselves updated on market knowledge too – keep tabs on the market value of properties in the area, capital appreciation and rental yields for similar properties and any other information relating to your unit’s competitiveness.

• A successful sale is only possible when the seller has sufficient product knowledge.

• Buyers will appreciate you furnishing them with valuable data and facts.

• More importantly, their confidence in your property’s value is established.

How do I get a potential buyer to commit to the sale?

• Besides following up closely with the potential buyer and continuously asking for updates; try to figure out their wants and needs.

• Learn what you can about the potential buyer and appeal to his/her likely interests or needs.

• For instance, if your buyer is a first-time homeowner, offer to sweeten the deal by throwing in complimentary fixtures and fittings such as a refrigerator or a kitchen hob.

• Also, push them to take the next step by connecting them to lawyers and bankers who can assist the buyer in pre-checking their loan eligibility, etc.

How do I lock in a potential tenant without offering a huge slash in the selling price?

• Most times, offering an attractive discount is not the key to securing a buyer for your property.

• At the end of the day, it boils down to your character and professionalism and of course, the quality of your product.

• Most genuine buyers would have decided in the first meeting itself whether they will be purchasing your unit or not – many people underestimate the importance of first impressions.

• Forging a solid relationship with your potential buyer and earning his/her trust is the stepping stone towards a successful sale.

• Most times when a deal does not go through, it is not because of the property’s price but due to buyer’s dissatisfaction; in either the seller, service offered or any delay/hassle faced.