Real Estate Sales Assessment SOP: Mula First Contact hanggang Closing at Handover (Video Roleplay + Rubric)

Executive summary

Sa real estate, hindi sapat ang “magaling mag-tour.” Madalas nasa mga critical stages ang gaps: trust sa unang usap, qualification (budget at decision chain), negotiation na nakatali sa terms, contract/disclosure boundaries, at handover checklist.

Ito ang practical na SOP: 6 stages + 3-layer rubric—Required, Forbidden, Excellence. Agents submit async video roleplays; managers get stage-level reports at coaching actions. (Hindi ito legal advice; i-align sa policy at local regulations.)

6 stages (first contact to handover)

1. Greeting & trust
2. Needs discovery & qualification
3. Property matching & tour guidance
4. Pricing & negotiation
5. Contract / offer process & disclosures
6. Inspection, handover, and aftercare

Copy-ready checklist (short)

1) Greeting

• Required: clear intro; set the process; confirm goal and timeline.
• Forbidden: rude language; misleading guarantees.

2) Qualification

• Required: must-haves; budget; timeline; decision makers; basic feasibility check.
• Forbidden: encouraging falsification/illegal bypass.

3) Tour

• Required: set expectations; guide condition + environment; close with next step and preferences.
• Forbidden: hiding material defects or key facts.

4) Negotiation

• Required: separate asking vs comps vs range; tie offer to terms; agree response timing.
• Forbidden: fake comps, fake competing offers, guaranteed outcomes.

5) Contract/disclosures

• Required: explain document types per your process; key clauses; “subject to contract.”
• Forbidden: pushing to sign without reading; oral promises beyond contract; hiding breach risk.

6) Handover

• Required: inspection/handover checklist; docs; contact + follow-up schedule.
• Forbidden: skipping critical steps causing customer loss.