The Art of Selling Off-plan Properties

Abu Dhabi is a rapidly developing city, which means new developments are being constructed throughout the city. Developments, particularly residential properties, are designed to be purchased by owner-occupiers or investors. However, off-plan project sales are needed to make it financially viable to complete the project while making it possible for buyers to secure the deal.

Many of the properties available for sale in Abu Dhabi are off-plan projects, meaning there's no physical property complete for a buyer to tour through. Therefore, becoming a successful real estate agent in Abu Dhabi requires mastering the art of selling off-plan properties. It's a unique skill set that differs from traditional home selling, so if you want to rise to become a top residential real estate professional, this article is for you.

The challenge of selling an off-plan project.

Selling an off-plan property can be a tough task for any broker, but especially challenging for those new to the market. The challenge of selling off-plan projects is that there's rarely a physical asset for buyers to tour.

When buyers can't view the off-plan project in person, it requires creativity from the selling agent to paint a vivid picture of the finished product. Buyers must rely on the seller's presentation to imagine their off-plan property and how it might fit into their lives. The challenge is to get past any doubts by creating an alluring description that will spark interest and enthusiasm in potential buyers.

Paint a picture of the finished off-plan project.

Off-plan sales require agent creativity. With the right presentation for prospective buyers, you can help them land amazing deals – but first, you need to earn their trust. To help buyers develop an appreciation for an off-plan project despite not being able to see it, provide tangible examples such as renderings, material samples, and a project floorplan outline. Providing this visual context demonstrates attention to detail that is essential in off-plan purchases and helps buyers feel confident in their eventual purchase decisions.

For example, if you are selling Aldar off-plan project, ask the developer for material samples and high-resolution renderings. If possible, take the client to the development site so they can envision its potential.

Physical examples help purchasers process their housing options in an easy-to-understand way without the need to be physically present at the property. With all this information, potential buyers will be one step closer to making a well-informed decision when purchasing an off-plan project from you!

Discuss the benefits of buying off-plan projects in Abu Dhabi.

Besides knowing that the construction, all finishes, appliances, and house elements are brand new, buying off-plan projects in Abu Dhabi comes with a financial benefit. Developments in their early stages offer considerably lower prices to buyers and even flexible payment plans. Developers need to secure a certain number of buyers to complete the project and are willing to provide incentives.

Furthermore, between the time a contract is signed and the off-plan project is delivered to the buyer, it's common to see that the market has appreciated. That means buyers benefit from even more equity than their initial down payment.

Using the Mayan Yas Island, an Aldar off-plan project, as an example, it can be helpful to provide potential buyers with a unit's pricing along with comparable finished or secondary market properties in the area. This process helps actualize the added financial value buyers receive with an off-plan project.

Purchasing a property, whether it's a home or rental property, is always a financial investment. Therefore, highlighting the financial benefits of purchasing off-plan properties is often the golden ticket for agents to close a sale on one of these developments.

Off-plan projects offer real estate professionals a unique opportunity to use their creative marketing skills – but only if they rise to the challenge! ThinkProp's real estate training courses give you the foundation to become a successful broker in Abu Dhabi. Explore our courses now to get started on your new career.

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