When a customer is looking at your real estate sales profile, what impresses them? 

One big sale or a multitude of small sales?

And more importantly, what is relevant to your business in real estate?

Well, some experienced real estate agents say that you don’t have to start small. Build your mindset, aim big, and go for it. But if you are new to the market, you can start with small deals first and get comfortable with the real estate market and its sales.

But if you want to weigh between big real estate deals with small real estate deals, you cannot directly compare them. There are a lot of subsets and categories that come into the picture. As a real estate agent, what is the capital/ time that you have and are willing to deploy for a property? You cannot pitch the same real estate property to everybody. There is a wide range of properties and also a wide range of property buyers themselves. 

This blog discusses the perks of big deals and small deals and their downsides as well. In the end, you will be able to decide what is the best choice for you in the real estate market.

Size is relative

An already-established real estate company can deal with 50 Crore worth of apartments and villas without much apprehension. But what about the individual real estate sales agents who are just starting? Or the real estate agencies that haven’t stepped into marketing and selling properties worth even 5 Crores? 

Dealing with properties worth 5 Crore is a regular sales thing for the big real estate agencies. So, size is relative. Only you can know what is a ‘big deal’ and ‘small deal’ for you.

What might be a ‘big deal’ to you may be a small one for your customer. Don’t let your perspective of the ‘big deal’ get in the way of selling a property to a customer who is willing to invest in high-end properties. 

Any real estate agent cannot escape having to craft smart profitable sales strategies for big deals or small deals. Just because a property is sold, doesn’t mean the real estate agent made good money out of that sale. Be mindful of what you choose and step into – is the commission making up your time, effort, and expertise?

A Big Real Estate Deal: Perks & Downsides

Higher profit margins

A bountiful commission on a property sale, who doesn’t want that?

After showing a property and giving elaborate walking tours of the place and neighbourhood to a top-end customer, you would like it if you got a handsome commission for it. A big deal means high-value transactions and high-value transactions mean higher commissions to the real estate broker.

Value-addition to your portfolio

When you have closed deals with high-end properties and premium customers, it shows well on your portfolio. Word of mouth goes a long way and does good to your reputation as a real estate broker. 

One, you can attract more high-net-worth individuals.

Two, you can easily close small deals that come your way.

People trust quality and you can be one of the best professionals out there.

The risk profile of high-value transactions

There is always the factor of market sensitivity. High-value transactions are susceptible to deal-breaking because of economic instability or geopolitical tensions and market conditions. 

Small deals can also go wrong but it is just that they don’t make it to the big headlines. 

The risk of investing your time and efforts into pitching a property is so much higher in the case of big deals. It may take a lot of time for you to cater to the special needs of the premium customers. Everyone is very particular about the property they want to spend money on. 

After a positive nod for the property, they may find that the Vaastu is not good or that the car parking is not enough. And they may simply find a reason to not close that deal with you.

A Small Real Estate Deal: Perks & Downsides

Build your track record: the small wins paint the big picture

The best part about dealing with small properties is because of the number of wins you can make. You keep earning commissions and that gives a boost.

How do you feel when you check the checklist at the end of the day? The more items you strike out, the more confident you get. You create a lot of small wins on smaller projects which accumulate large returns over a while. 

This way, you can step into different types of properties and gain good experience. Small deals provide a great opportunity to diversify your real estate portfolio. You can get a better understanding of the real estate market, get contacts, and develop your network. 

First-time home buyers and investors with low budgets will be interested in closing deals with you.

Over time, with all this experience and profits that you have been gaining, you can take up bigger projects. 

You may want to sweep your customers off their feet by showing flashy numbers and big sales. But you should know that customers do check the facts underlying the big numbers when they meet you. And unless you are confident and eloquent about your sales, you cannot win the trust of your potential customers.

Small deals don’t necessarily take less time

Here is an argument – you may say that small sales take less time to close than big deals. But this is not always true.

Sometimes things may not work out in the end for a small deal and your time on selling a small property may have been otherwise well-spent on a higher-end property.

The sales process itself does not change much, be it a big deal or a small deal.

You have to find a property, check it with its owner, find customers, present it to each one of them, and travel with them till the end. 

Lower commissions

Small sales don’t make as much money per deal. You may have to work with 10 small deals to make the same profit as you would have for 1 big deal. So you will have to work with many properties to ensure a good earning from the real estate market. 

Having many small properties will involve customers who are very diligent, careful, and skeptical about buying real estate property. It becomes a hassle to manage so many leads. Small deals can take longer to close and yet give minimal profits.

Don’t bite off more than you can chew: build your capacity and close the big deal!

Some real estate agencies started with a profitable sales strategy and have built themselves gradually over decades. On the flip side, there are real estate developers who haven’t built up over the decades, yet risk and take on some outsized projects. They fail.

Get an experience first. Get comfortable with the real estate market before marketing the big deals.

When you put yourself in the real estate market, you must have a knack for sensing an opportunity, analysing the market, sellers, and buyers, and presenting the customer with the perfect property. 

Once you have mastered this, do not stay in small markets and deal with modest residential apartments and flats. Come out of the bubble and step into the bigger market. Ultimately, everyone wants to take on larger real estate projects because of the return on investment on the time spent on these high-value transactions. 

Be on the lookout for bigger projects as you grow. 

Find the biggest deal you can with the capital that you have. You can gradually skip the smaller deals and get into the bigger ones. The growth you will see is faster and larger. 

After you have gained the skill and expertise in real estate sales, would you rather sell 10 properties worth 50 lakhs each or focus your efforts on selling 1 property worth 5 crores? 

Be it a Big Deal or a Small Deal…

You must be patient. You might break a sweat to close a deal. But be it a small deal or a big one, you must be patient to make a sale. You can’t force a customer to buy a property that they aren’t interested in or in something that does not suit them. 

You should always make sure that the title chain and other legalities and permissions for the property are clear and transparent. You will be helpless once you take up a project and it will be a loss of time and money. 

You should know what kind of property you are looking for – apartments, villas, commercial spaces, or open plots… What exactly do you want to sell? Analyse and re-evaluate your choices from time to time so that you can come up with the best profitable sales strategies that suit you.

Don’t forget that going hybrid is an option – you can sell small properties in between the big sales. Just get the timing right- be in the right place, and make a call to the right person at the right time to close the sale perfectly.

Be ambitious, go for it boldly, and close that big deal!