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As a real estate agent, do you see that you are getting less people coming to view your properties, despite getting a lot of phone calls from potential clients?

Or, do you find yourself wasting time in attending phone calls from prospects who don’t come to view the property after speaking to you?

If you have answered ‘yes’ to either of the above questions, this article is for you to learn how to fix the issues to get more viewing appointments from real estate clients.

Here are three reasons why you are getting less viewing appointments:

Reason #1: Property is not suitable for the clients.

The property you are advertising does not have the required facilities and amenities they are looking for. In some cases, they do not agree with the terms of purchasing or renting the property. They realize these only after contacting you.

Here’s how to fix this issue:

  1. Post enough photos of the property in your listing so that your potential clients get a better understanding about how the property looks like and what to expect.
  2. Post enough information in the listing description so that clients know all the important details about the property. They would know whether the property has basic amenities and facilities that they prefer in their future home.
  3. Post important terms and conditions of purchasing or renting the property in the listing description so that clients are aware of it before contacting you. For example, if a person is looking for a 6-month accommodation with 1-month rental deposit, she will not contact you when she reads in your listing’s T&C that the minimum stay is 1 year with 3-month rental deposit.

Reason #2: Clients are not happy to talk to you.

They do not feel comfortable when speaking with you. You might appear to be rude or not interested in showing the property to them.

Here’s how to fix this issue:

Always talk politely and with great interest like a marketer or a salesperson, even if you are having a bad day. Even if the client sounds to be impolite, you need to keep your cool and speak professionally. If a client is asking some difficult questions which you cannot answer instantly, tell him/her that you would check and get back to him/her with reply to those questions ASAP.

Reason #3: Clients get offended by open discrimination from you.

When you are contacted by the clients, you sound offensive by informing them that you are not renting out the property to students, immigrants, people from certain countries, bachelors, etc.

Although this problem is similar to issues #1 and #2 above, it needs to be addressed separately because it hampers the reputation of the agent. It is understandable that it’s not you but the property owner who is discriminating against certain potential tenants. However, you need to inform the potential clients about this specific preference in a way that it does not appear offending.

Here’s how to fix this issue:

Make it clear in the listing description about your preference of tenants. Instead of writing that you do not want to deal with certain groups of people, you can write that you highly prefer a certain group of people to rent out the property.

For example, you can write “owner highly prefers to rent out the property to _________”. The blank can be ‘local Malaysians’, ‘professionals with steady income’, ‘family’, ‘expats working in reputable companies in Malaysia’, and so on.

Even if someone, who is not your target client, contacts you without reading this ‘preference info’ written in the listing description, you should tell him/her nicely that the owner of this particular property prefers a tenant who is a Malaysian citizen (for instance).



These are the three main reasons why the number of prospects coming to view the property is very low compared to the number of phone calls you receive for the same property.

By applying the suggested solutions (above), you will get less phone calls from people who do not qualify to buy or rent the property you are advertising. And, out of those who will call you to inquire about the property, most of them will want to view the property and book appointment with you, provided you speak to them gently and with respect.

So, that’s it! I hope you find this article helpful to get more ‘viewing appointments’ from qualifying real estate clients.

Let me know in the comment section below if you have any questions or any issues you are currently facing with the promotion of your property listings.

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