---
title: How to set up a real estate sales room | Inviewd
description: A step-by-step guide to setting up a sales room: goal, format, location, permits, layout, sales assets, team and metrics. And what a 3D model does better.
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publisher: Inviewd S.A.S.
---

# How to set up a real estate sales room, step by step

Setting up a sales room looks like a construction problem: find the place, build, furnish and open. That is why many developers start with the architect and discover, once the room is open, that people walk in, look around and leave without reserving.

A sales room is a sales tool before it is a space, and it is designed backwards: first what it has to achieve, then the format and, last, the construction. These are the eight steps, in that order.

In short

- Start with the goal: how many reservations per month you need, and by when.
- Choose the format —physical, virtual or hybrid— based on where your buyers come from.
- Sort out the paperwork before advertising: the project's and the temporary room's.
- Design the customer journey, not just the space: every area has a job in the sale.
- Produce the 3D model first: it feeds the sales materials, the room's screen and what reaches the buyer's phone.

Want to see this on your project? [Book a free demo](https://wa.me/573182583664?text=Hola,%20quiero%20mas%20informaci%C3%B3n%20sobre%20la%20sala%20de%20ventas%20virtual.%20)

## Step 1. Define what the room has to achieve

Before talking about square meters, put numbers on it: how many units the project has, how many you need to sell to reach the escrow trust's break-even point, and in how many months. That tells you how many reservations per month the room has to produce, and from there how many meetings and visitors you need. With that math, the room stops being an image expense and becomes a tool with a target.

## Step 2. Choose the format

The key question is where your buyers come from. If almost all of them are local and visit, a physical room makes sense. If a significant share lives in another city or abroad —in Colombia, one in four buyers of new housing, according to Camacol— the virtual room is mandatory and the physical one becomes the complement. For most projects, the answer is [a hybrid sales room](https://inviewd.com/en/sala-de-ventas-hibrida.html). We compare the three formats in the [real estate sales room guide](https://inviewd.com/en/sala-de-ventas-inmobiliaria.html).

## Step 3. Pick the location

There are three usual options, each with its own logic:

- **On the lot.** The buyer sees the real land and surroundings, and the room accompanies construction. On the other hand, it depends on the lot being accessible, safe and visible, and it lives with the dust and noise of the site.
- **In a shopping mall or on a busy road.** More walk-in visitors and longer hours, but with monthly rent and far from the project: the buyer has to imagine the place.
- **In the developer's office.** The most economical option and the one that works best for developers with several projects, as long as each project can be shown in full on screen.

The criteria to decide: access and parking, visibility from the road, security, feasible opening hours and, above all, how easy it is to show the project and its surroundings from there. That last difficulty disappears when the surroundings, the view and the light are in the 3D model.

## Step 4. Sort out the paperwork before advertising

There are two fronts that are best kept apart. The first is the project's: in Colombia, before advertising and taking money from buyers, the developer must file the documents the law requires for selling housing with the local government. The second is the room's: if it is built on the lot, it is usually treated as a temporary structure and requires a permit from the curaduría or the planning office, plus utility connections. Billboards and outdoor signs have their own municipal permit.

Requirements vary from one municipality to another, so the practical rule is to check them with your lawyer and the curaduría before approving the room's design, not after.

## Step 5. Design the customer journey, not just the space

Every area of a sales room has a job in the sale. A layout that works:

- **Reception.** Registering the visitor and the first questions: what they are looking for, for whom and with what budget.
- **Project area.** The building in its surroundings. Traditionally a physical scale model; today, more and more, a [touchscreen with the 3D model](https://inviewd.com/en/pantalla-tactil-sala-de-ventas.html), where the agent rotates the project, shows the view from each floor and changes finishes in front of the client.
- **Unit type area.** The show apartment, if there is one, or first-person tours of each unit type.
- **Material samples.** Real floors, tiles, fixtures and woodwork. It is what the physical room does best, and it takes little space.
- **Consultation and closing area.** Quiet tables to discuss price, payment plan and financing, with availability in view.
- **Amenities.** Restrooms, a kids' corner, coffee. A comfortable visit lasts longer, and a longer visit closes more.

## Step 6. Prepare the sales materials from a single model

The room needs renders for the brochure and billboards, sales floor plans, unit sheets, a price list and availability. When each piece is hired separately, each one tells a different version of the project. When they all come from the same 3D model —renders, video, 360° tour and the touchscreen application— the buyer sees the same thing on the billboard, on the phone and in the room. We explain it in [one model, every sales asset](https://inviewd.com/en/un-modelo-todas-las-piezas-de-venta.html).

## Step 7. Build the team and the script

The room does not sell on its own: the agent does. Define hours, shifts and who handles virtual meetings; set up the CRM so no contact gets lost between the visit and the follow-up, and write a visit script that uses the tool: start with the surroundings, take the client to their unit type, show them their view and close with availability. The test that the room works is simple: if the agent is not using the model in the first week, something needs adjusting.

## Step 8. Open, measure and adjust

From day one, measure how many visitors arrive, which channel they come from, how many book a second meeting and how many reserve. With those numbers you will know whether the problem is attracting people —we cover it in [how to bring more qualified visitors to the sales room](https://inviewd.com/en/como-llevar-clientes-sala-de-ventas.html)— or converting them, which is where [the closing rate](https://inviewd.com/en/subir-tasa-de-cierre-sala-de-ventas.html) comes in.

## The order that saves months

The most common mistake is producing the sales materials once the room is already built. The other way around works better: the 3D model comes from the drawings, so it can be ready while the physical room is being permitted and built. When the room opens, the materials already exist, and the virtual room has been working for weeks with the buyers who were never going to visit. For that part, follow [how to create a virtual sales room, step by step](https://inviewd.com/en/como-crear-sala-de-ventas-virtual.html).

## Frequently asked questions

### What do you need to set up a real estate sales room?

A clear sales goal, a format (physical, virtual or hybrid), a location, the project's and the room's paperwork in order, a layout designed around the customer journey, the sales materials, a team of agents with a script and a system to measure results.

### What permits does a sales room need in Colombia?

Before advertising the project and taking money, the developer must file the documents the law requires for selling housing with the local government. If the room is built on the lot, it usually needs a permit as a temporary structure, and billboards have their own municipal permit. Requirements vary by municipality: check them with your lawyer and the curaduría.

### Is it better to put the sales room on the lot or in a shopping mall?

On the lot, the buyer sees the real surroundings; in a mall there is more walk-in traffic, but you pay rent and the project is far away. If the surroundings, the view and the light are in a 3D model, location matters less and the room can be smaller.

### Is a show apartment necessary?

Not always. It shows a single unit type with a single finish and costs far more than its construction. Grupo Koi sold its Cronus project without a show apartment, using a virtual sales room. In high-end projects a single show unit can make sense, backed by the 3D model for everything else.

## Keep reading

- [Real estate sales room: physical, virtual or hybrid. What it is, what it needs and what it costs](https://inviewd.com/en/sala-de-ventas-inmobiliaria.html)
- [The budget of a physical sales room: where the money goes (and how much of it comes back)](https://inviewd.com/en/presupuesto-sala-de-ventas-fisica.html)
- [How to create a virtual sales room, step by step: from drawings to a published tour](https://inviewd.com/en/como-crear-sala-de-ventas-virtual.html)

See the service: [Virtual sales room](https://inviewd.com/en/sala-de-ventas-virtual.html)

## How to build a 100% digital sales room

A 7-step roadmap for selling off-plan projects, with data from Camacol and McKinsey and the case of a project sold 100% virtually.

### Ready to accelerate the sale of your project?

One model in Unreal Engine: renders, video, 360° tours and an interactive sales room, ready for any phone.

---

Inviewd S.A.S. — virtual sales rooms, interactive 3D models and real-time 3D experiences for real estate. Bucaramanga, Santander, Colombia.

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