Looking for your new main residence, you have just visited an apartment that you like a lot. From there to submit an offer in stride, there is a ditch, or rather one night, likely to take you advice for such a substantial purchase. “Do not delay, I have several other visits this afternoon …”you slip the real estate agent. A advice that bristles. Without knowing it, you are one of the Buyers identified as “stable” by real estate agents. “The stable does not like to be pressed”details Ronan Lebas, at the head of the Prestige address, the brand that the network of real estate agencies the address has just launched to position itself on transactions from 600,000 to 2 million euros.
The manager remembers a potential buyer, who visited an apartment on sale at 17,000 euros per square meter (!), In the life district of Paris. “”He had the favorite but it was his first visit And he had seven others during the day “he explains. Ronan Lebas quickly identified the character, the type of client who “Get out of the store because the seller asked him if he could be useful to him”. After having allowed him to quietly visit the apartment, he was careful not to alert him to the fact that he was far from being the only one interested, which was moreover true: “I would never have seen it again, otherwise.” On the contrary, he advised this gentleman to chain his seven other visits, then to remind him to tell him if he always had a crush on the first apartment. “He made an offer on the same evening”smiles Ronan Lebas.
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A “dominant” client who override the real estate agent’s estimate
His wife Stéphanie, who develops with him the Prestige address, recently dealt with a so -called “dominant” client. The genre that “To confidence in him, likes to speak and is very focused on the price”depicts it. All in “Understanding” the estimate carried out by the agency, he did not want to hear anything, eager to “”try it “ of an obviously too high sale price compared to the market. Result of the races, he had to consent to a huge negotiation of 500,000 euros! On a good of more than two million, certainly, but all the same … Beautiful player, “He did not try to decrease our committee downwards” History to get a little into its expenses, welcomes Stéphanie Lebas.
Two other categories of buyers (and sellers) exist. The “compliant” and “influential”. At first, “You have to demonstrate everything by a plus B”explains Ronan Lebas. No need to sell it a changing district because such a company should settle there in so many years, it’s far too vague! The second values interactions with others, it seeks “positive experiences”. “In the high end, some customers are capable of Do not buy because it does not stick between them and the real estate agent»»observes Stéphanie Lebas. And underline “That we often buy as a couple … The agent must sometimes adapt to a dominant and a compliant, for example!”.
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Prestige real estate codes
This so -called disc (dominant, influential, stable, compliant) method is not specific to real estate but it is very suitable for it, especially in the prestige segment, according to Ronan Lebas. She will therefore be one of the training modules that the couple is developing for their future employees. Which may be from other universes than real estate, such as art world, events or wealth management.
When you sell goods from 800,000 euros, to a clientele who considers herself to have certain requirements, it is better “Know how to recognize a Louis XVI dresser, Bulthaup kitchen or Gaggenau household appliances »warns Ronan Lebas. And be unbeatable on “Tax on real estate fortune and the taxation of cessions!”completes his wife.
