How to Talk to Your Vendor About Why They Need A Virtual Tour
As many real estate agents would know, getting a client to agree to pay for marketing can be the hardest sales job of all. Throw in something innovative like a Virtual Tour, and it helps to have a suite of scripts you can use to remind your vendor why you’re their trusted partner in selling or renting their property.
Here’s the fool proof process the best agents use to get their vendors excited about what Virtual Tours can add to their campaign:
Start with a visual
Sharing your Little Hinges’ Vendor Portal with sellers is a great way to really demonstrate the power of a virtual tour. The Vendor Portal showcases things like the number of visitors to your virtual open home, how many of those viewed your tour multiple times, and where in the world they’re viewing from - vital to getting those big sight unseen offers.
Access your vendor portal for previous virtual tours by clicking on the share link icon in the top right hand corner of your dashboard.
If you’re yet to book a tour for one of your listings, you can view a sample Vendor Portal here.
Say it with stats
The stats don’t lie!
Real estate listings with more visual content (like video) receive 403% more inquiries compared to those without video (Matterport)
Properties with virtual tours receive 49% more qualified leads (apartments.com)
Buyers are 60% more likely to email an agent and 95% more likely to call an agent when listings include a virtual tour (realestate.com.au)
Listings with virtual tours sell an average of 10 days faster and for $50,100 more than comparable homes (redfin.com)
Drop a stat or two into the conversation to show that the very best agents are recommending virtual tours to get homes sold and rented faster and for significantly more money.
Share success stories
Nothing convinces a tentative vendor like a stellar success story. Share your previous wins with virtual tours (share a link to your vendor dashboard to impress them with some real-life data) or share some case studies if this is your first time. You can check out a few of our favourites here.
Remind them why they’ve chosen you to represent them.
Your vendor has chosen to work with you because they trust you. They trust that you’re an expert in your field, and that you’ll do whatever it takes to sell or rent their property in the fastest time, for the most amount of money. Remind them of your 5-star rating on Rate My Agent, and what you’ve achieved for other vendors in similar situations.
What other agents are saying to their vendors:
“I tell them they need the virtual tour as much as they need to be on the right portals. It’s an essential part of opening the property to the whole market and giving people the security that they know what they’re buying and can walk through any time, day or night. They aren’t waiting for an open home or private inspection. This way, when it comes to them wanting to inspect we already know they are hot.”
“Vendors are really willing to trial new technology in the face of potential lockdowns, and I’m also able to demonstrate the excellent results we’ve had with sight unseen buyers via the Little Hinges portal.”
“Many of our potential purchasers in the senior demographic were too anxious to leave their homes, especially for things like property inspections. Consumer sentiment, combined with the latest insights into how media consumption habits had changed during COVID, meant we wanted to provide new, more engaging online experiences for our customers.”