Video calls with several decision-makers: the couple in the sales room, the parents at home and the son abroad

"I need to talk it over with my wife." "My parents are helping me with the down payment." "My son is the one buying, but he lives in the United States." A home purchase is rarely decided by one person, and the others are almost never in the sales room. That is why so many sales cool off between the first visit and the second.

A video call with the virtual model makes something possible that could not be done before: bringing together everyone who decides, each from wherever they are, in front of the same apartment. But a call with five people in three cities is not handled the same way as a couple's visit.

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Who really decides

In almost every purchase there are three roles, and sometimes the same person plays more than one:

• The person who will live there. They care about the layout, the light, the finishes and the neighborhood.
• The person who pays. The parents helping with the down payment, or the son buying from abroad. They care about the price, the trust account, appreciation and the delivery date.
• The person who gives an opinion. The brother who is an architect, the friend who bought last year. They do not decide, but they can stall the sale.

Ask from the first conversation: "Is anyone else involved in this decision?" If the answer is yes, the next question is where they are and when we can connect them.

Coordinating times across countries

A family in Bucaramanga, a son in Madrid and a daughter in Miami have a short window in common. In September, nine in the morning in Colombia is four in the afternoon in Madrid and ten in the morning in Miami. Write each person's time in the invitation ("9:00 Bucaramanga, 16:00 Madrid, 10:00 Miami") and send it through the channel everyone uses, which is almost always WhatsApp.

If there is no time that works for everyone, hold two calls: one with the person who will live there, focused on the apartment, and another with the person who pays, focused on the numbers. And share with each what was covered in the other.

The call from the sales room

A very common case: the couple is in the sales room and the parents, or a son abroad, join by video call. Plan it as part of the visit: the big screen with the virtual model for those in the room and the same image shared on the call, with a camera and microphone that pick up everyone. That way nobody sees a different version. We explain how to share the model without it freezing in sharing the virtual model on a video call.

During the call

• Introduce everyone at the start and ask what each person wants to see. Write it down.
• Give each person their moment. The kitchen and the light for the person who will live there; the trust account, the payment plan and the delivery date for the person who pays.
• Let the doubter explore. If someone is skeptical, let them say where to go: the balcony, the back bedroom. Seeing with their own eyes convinces more than listening.
• Do not take sides. If the couple cannot agree between two unit types, show both, one after the other, and let them talk it through.
• End with a next step for everyone, with a date.

Recording, only with permission

Recording the call can help anyone who could not join, but only do it if everyone agrees, and say so at the start. An alternative that usually works better: at the end, record a short video yourself of the tour of the unit they liked, with the finishes they chose, and share it with everyone.

Afterward: to each their own

The message for someone abroad has its own questions; we cover them in how to close a sale remotely.

Why it works

According to Camacol, one in four buyers of new homes in Colombia lives in another department or another country. In many families, the decision is also split between those who live here and those who live abroad. A call with everyone in front of the same apartment solves something no brochure can: everyone has seen the same thing before they talk it over. The "I need to talk it over" objection stops being a goodbye and becomes an appointment.

At Inviewd we build the project's virtual model so it looks the same to someone in the sales room, at home or in another country. For the objections that come up in these conversations, see off-plan buyer objections.

Frequently asked questions

How do you run a sales video call with several people?

Ask from the start who else decides and where they are, schedule with the time written out for each time zone and, on the call, give each decision-maker a moment to see what matters to them: the apartment for the person who will live there and the numbers for the person who pays.

What should you do when a client says they need to talk it over with their family?

Suggest a video call with the family in front of the virtual model, instead of waiting for a second visit. That way everyone sees the same apartment, each from wherever they are, and the objection turns into an appointment.

Can you record a video call with clients?

Only if everyone agrees, and it is best to say so at the start. An alternative is to record a short video at the end of the tour of the unit they liked, with their finishes, and share it with everyone.

Sources

Portafolio — Camacol / Coordenada Urbana: sales to non-residents (in Spanish)