Buyers today are more inclined to research online no matter what product they are buying. Thus, when it comes to something as grand as real estate, it is only natural for them to be completely sure that the property they are investing in is worth their life's earnings. As such, real estate agents need something more than a brochure to give buyers clarity and convince them that they are making the right decision. This is why most brokers and channel partners are using sales enablement software.
What is Sales Software for Real Estate Brokers and Channel Partners?
Real estate sales enablement software is a program or an application used by brokers, agents, channel partners, or sales teams to improve the sales journey. This is a platform that provides the necessary tools for property marketers to easily access information about the property and present it to buyers in a way that is easy for them to understand.
For example, when a property is pitched to a buyer, there is a lot of back-and-forth between the buyer and the salesperson. This includes the exchange of information through PDFs (typically brochures, floor plans, etc.), messages, emails, various documents or spreadsheet files, and more. Thus, it is important to maintain all of these exchanges to help track the buyers and follow up on them to ensure that no potential leads are lost.
Thus, a centralized environment is very important as it helps the sales team find all the tools they need for answering any of the buyers' queries. The best part is that these programs are capable of additional functionalities aside from tracking or giving information about units and towers. Some of these extra features include:
- Interactive property presentations
- 3D architectural visualizations
- Virtual walkthrough tours
- Important landmarks, location, and vicinity mapping
Why Real Estate Agents Should Use Sales Enablement Software
There are several reasons a real estate agent should use such sales software, but the main one is that these programs are better than traditional sales tools.
For example, when a salesperson gives the buyer a brochure, they can quickly check out the property's features, but if they want to check out certain features in detail, a brochure fails to help with that. This is where sales enablement software comes into play; it offers additional visualization tools that help the salesperson showcase the same feature but now in greater detail and from different angles, thus ensuring that the buyer understands it.
Aside from the above example, these are some other features that make sales enablement software worth using:
Interactive Visualization and Walkthroughs
As mentioned in the above example, 3D architectural visualization helps buyers get a clear understanding of the project, since it gives them a bunch of angles to view the building or different structures from. Additionally, a property walkthrough helps get a better idea of the unit. They could virtually explore their new home by visiting each room, checking out the balconies, to see if the layout works for them. They even get to compare the units to help decide the right flat for them. Virtual walkthroughs aren't just restricted to interiors. Buyers could even explore all the amenities that the developer has to offer.
Important Landmarks, Vicinity, and Location Mapping
While home is where the buyer will spend a lot of their time, it is also important for them to learn about all of the facilities they have in their neighbourhood. Thus, through location and vicinity mapping, they can look up the important places in their surroundings. Our sales enablement software, Spaci, maps out places like the closest stations, hospitals, convenience stores, malls, and educational institutions, to name a few. Knowing about them is equally important as the buyer knows the level of accessibility they get with their new home.
Synchronized Project Information
One of the most embarrassing moments for a salesperson is to pitch a unit that has already been sold. Thus, it is important for sales enablement software to be regularly updated about the inventory and the status of all the units that are up for sale. Additionally, they also can't use outdated information during their pitch. Thus, this platform also helps them easily access all of the relevant materials like brochures, floor plans, static renders, specifications, videos, presentations, and other marketing assets in their latest updated versions from one place.
How Sales Enablement Software Helped Our Client
L&T Crestoria
For L&T's Panvel project, L&T Crestoria, they wanted to move away from the traditional sales journey and give buyers a more immersive and technology-driven experience. Since the project was located within an emerging outskirts corridor of Panvel, they needed a platform that could help buyers visualise the future lifestyle ecosystem that is being developed.
The solution we offered was a custom-made sales tool that helped buyers explore the project in 4 different zones, each highlighting a different aspect of the project. Here is what each zone did:
- Zone 1 - Architecture showcase: L&T Crestoria featured a neo-classical and Spanish-inspired architectural language with highly detailed facade carvings, mouldings, layered elevations, and ornamental detailing across all five towers. The buyers used the 3D visualization features of the sales tool to get a better understanding of the project's architecture.
- Zone 2 - The amenities experience: One of Crestoria’s strongest highlights was its layered landscape planning spread across podiums, clubhouse tops, ground-level experiences, and retail frontages. The buyer could explore these amenities individually based on what they prioritised the most.
- Zone 3 - Vicinity mapping: This was a very important feature needed in this sales tool since L&T Crestoria was positioned within a rapidly developing outskirts corridor of Panvel. The buyers could check out the surrounding ecosystem through a curated real-time vicinity layer mapped across a 10+ km radius.
- Zone 4 - Smart Sales Pods: This zone consisted of dedicated sales pods where the sales team would use the sales tool to help buyers understand the features that they missed out on in the previous zone or didn't fully get an understanding of.
The project resulted in:
- Helped L&T simplify the presentation of a highly layered development comprising architecture, landscapes, retail, and lifestyle ecosystems within a single immersive platform.
- Enhanced customer understanding of Crestoria’s long-term lifestyle vision beyond conventional brochures and walkthroughs.
To sum it up, property buyers need more than basic brochures when it comes to learning about their future homes. Thus, brokers and channel partners need to adopt solutions that let buyers easily explore all of their options while also having visual clarity about what they are getting into. With sales enablement software, real estate agents not only get access to better PropTech and visualization solutions but can also respond to any of the buyer's queries quickly. As a developer, having a sales enablement tool is no longer optional. So, contact us to book a demo, and our team of experts will reach out to you; together we can make the perfect sales platform that works for your projects!
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