Real Estate Presentation Tips from Miriam Quiambao-Roberto

Beauty Queen, Celebrity, Entrepreneur and Licensed real estate broker Miriam Quiambao-Roberto bares the secrets of her success in real estate.

An important aspect of being a real estate professional is presentation. Whether it is showing a home to a potential buyer or renter, or helping owners understand how to get their property sold the quickest while helping them get the most out of the deal, the job involves a great deal of convincing.

Unfortunately for some, this is a part of the profession that is most difficult to master. A common mistake is being too salesy, while others tend to be a little dull as they present. The most unforgivable, however, is doing so unprepared and coming across as unprofessional.

While it does take time to get the hang of it, making presentations is not an extensive science, and as former beauty queen turned successful real estate broker, investor, and property manager Miriam Quiambao-Roberto would attest, it actually comes down to a few basics.

The first runner-up of the Miss Universe Pageant in 1999 and host of shows like The 700 Club Asia and Philippine Realty TV shares some presentation habits she practices in business and media that are just as effective in real estate dealings.

Arrive on Time or Earlier Than Scheduled

According to Miriam, being early at the venue sets the tone for how the presentation goes. Someone who is in constant meetings as owner of Q Estates Management and Managing Director of 3Win Realty & Development Corporation, she says arriving ahead allows one to settle in to the venue before a presentation, avoiding having to rush and be disheveled, and also presents the opportunity to prepare.

“For brokers, and in anything actually where one wants to appear as professional, I would suggest you come on time. In fact, even 15 minutes before the meeting, because that will allow you to relax a little and settle in, and not rush because you’ve found an ample parking space or the venue itself beforehand. If you are meeting with a seller, it also allows you to prepare with them way before the buyer arrives.”

Preparation Is Very Important

Whether in media or in business, preparation is key. Unlike in a television or movie shoot where mistakes can be corrected, there are no retakes when making a live presentation to a client, so preparation is very important. This is not just to for you to be sure of what to say, but to also ensure that the clients feel a professional kind of care from you and see that you are not just pushing for business.

“If there are documents or need-to-know information that are required or might come up in the meeting, you should already have acquired or researched that way before. If you’re the selling broker, you want to make sure you’ve done your due diligence so that the person you are selling to does not experience any problems because of your lack of it.”

“Your reputation is also on the line, so you want to make sure that your fellow brokers and their buyers or sellers will experience a professional kind of care under you. You want to avoid scenarios where you present a property for sale, only for them to discover that the title is fake or bogus, or that the property has other problems, causing a delay in the process because you didn’t research.”

Understand That You’re Also Presenting Yourself

“The way you carry yourself and the way you look let the client know if you can be trusted, and also reflect on the kind of work that you do. If you look disorderly, they may think that’s how you work.” Going beyond aesthetics, clients tend to listen more to a presentable speaker, and in turn consider doing business with someone who they think at least knows how to care for him- or herself.”

It is all in the details, says Miriam, as the presentation begins the instant you meet the person or people you are presenting to. “Always practice proper hygiene and present yourself professionally, because they will immediately see that you cared enough to be put together well for the presentation.”

“When you introduce yourself, give them a nice, firm handshake. Not too long, not too short, not too strong, not too limp. Just right. And look them in the eye, because it shows your confidence, that you are secure about yourself, and that you definitely know your job.”

How You Finish and Follow up Must Also Be Considered

Whether the presentation went without a hitch or did not end in a deal, it is still important to leave a good lasting impression and genuinely thank clients for the time they provided. Miriam shares that business doesn’t end as presentations finish, and being appreciative and sending follow-ups can build relationships that started with that initial meeting.

“It would be nice if you could send them birthday cards or Christmas cards, flowers, or a decently priced bottle of wine. Nothing too expensive, but just something they can remember you buy. Those little actions will mean a lot to your clients. Apart from showing your professionalism in that you appreciate the time they spent viewing your presentation, you will be on top of their mind in case they need to buy, sell, or rent property in the future.”

Know more about her foray in real estate in Lamudi Philippines and the July issue of the MyProperty Magazine.

ABOUT LAMUDI

Launched in 2013, Lamudi is a global property portal focusing exclusively on emerging markets. The fast-growing platform is currently available in 34 countries in Asia, the Middle East, Africa and Latin America, with more than 800,000 real estate listings across its global network. The leading real estate marketplace offers sellers, buyers, landlords and renters a secure and easy-to-use platform to find or list properties online. For more information, please visit http://www.lamudi.com.ph

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Marriage and Property 101: Prenuptial Agreements

Myproperty.ph explains what is a prenuptial agreement and why couples about to get married should have one.

Many couples who are into their ninth year (even month) of being together decide to get married because they feel, in all aspects, that they’re ready for the responsibility. Mentally, they believe it’s the most logical next step once they’ve reached a certain point in their relationship. Emotionally, they think they’re mature enough to have kids. And then there’s the I’m-not-getting-any-younger physical aspect. But if all you’ve done in the financial aspect is get stable jobs and save enough money to live off of, you might also want to consider getting a prenuptial agreement.

To most Filipinos, nothing puts a damper on the romantic idea of marriage like a prenuptial agreement. Because it’s a legal contract of how assets will be divided between husband and wife in the event of a separation, they think it’s like anticipating that the union will eventually end, which then kills the romance. But the reality is, money is one of the biggest issues that put a strain on a marriage, which is what makes a prenup even more essential.

So, who needs a prenuptial agreement?

Just because you’re not a high-profile couple that owns a home in Forbes Park and the United States doesn’t mean you don’t qualify for a prenup. The following are examples of when a prenuptial agreement makes sense:

  1. In the event that you have a large amount of assets, such as an inheritance, it would be understandable that you’d want to continue to manage it on your own.
  2. If there is a property that you own with another party, that other person might feel uncomfortable with the arrival of your spouse as a co-owner.
  3. If you’ve been married before and the union resulted in children, you’d want to assure them that they’ll receive their rightful inheritance if you were able to acquire a property from that previous marriage.
  4. Not all countries have the same laws about real estate ownership and disposition. With a prenup, you and your foreign-national spouse will be able to define the ownership of properties that are located abroad.

The three regimes of property relations

Under the Family Code of the Philippines, there are three regimes that will govern property relations between husband and wife: the system of absolute community (considered to be the default property regime), the conjugal partnership of gains, and the complete separation of property. On the other hand, couples married prior to the 1988 enactment of the Family Code follow the New Civil Code, which cites the conjugal partnership of gains as the governing system for property relations.

If you and your future spouse choose not to pursue a prenuptial agreement, what applies is the system of absolute community. This is a what-is-yours-is-mine scenario, wherein the husband and wife will co-own all of the properties they each bring into the marriage, as well as whatever they acquire in the duration of their marriage.

Still, there are some properties considered to be excluded from absolute community; namely, properties acquired during the marriage by gratuitous title, as well as its income, if any; property for personal and exclusive use of either spouse (although jewelry is still part of community property); and property (and income if any) acquired before the marriage by either spouse whose past marriage has resulted in legitimate children. Also, before attempting to transfer or sell any property, both the husband and wife should consent to the disposal.

If you do choose to go through with a prenup, one option would be the conjugal partnership of gains, in which properties acquired by the husband and wife before the marriage will be exclusively his or hers, but all of the all of the proceeds, products, fruits, and income from these properties and those acquired by either or both spouses through efforts or by chance are put into one common fund and considered jointly owned. Should the husband and wife part ways, this jointly owned fund will be split equally between them.

Under the conjugal partnership of gains, the husband or wife can also dispose of their exclusive property in any way without the consent of their spouse.

Another option, complete separation of property, means all assets will remain separate throughout the marriage and in the event of a separation. This doesn’t just mean the actual properties; all earnings from these properties will be separate, too.

Also, if the husband or wife wants to dispose of their exclusive property in any way under the complete separation of property, they can do so without the consent of their spouse.

Remember that a prenup should be executed before marriage, as agreements and changes made after the ceremony (except in cases of judicial separation of property during the marriage) are considered invalid. If the husband and wife would like to change their property relations, they will have to do so by filing a petition in court.

Creating and filing a prenuptial agreement

There’s no strict format for drawing up a prenuptial agreement, but because it is a legal contract, it has to be in written form, as verbal contracts are not considered binding. It has to clearly state all of the conditions that the husband and wife have in relation to their assets. At the very least, it should contain:

  1. A heading stating that the document is a prenuptial agreement
  2. The full names of the husband and wife
  3. The date when the document was written and signed, which should be before the wedding
  4. A clause stating that both parties were willing participants to the prenuptial agreement and that they understood its contents
  5. A full disclosure agreement
  6. A severability clause
  7. An arbitration or mediation clause
  8. The assets to be included in the contract
  9. The division of assets once the couple is married
  10. How debts incurred by the husband or wife will be handled
  11. How assets will be divided in the event of a separation (either through conjugal partnership of gains or the complete separation of property), as well as other particular conditions
  12. Actions to be taken in situations such as the death of the husband or wife, or if either party has a child born out of wedlock

The document is then brought before a Notary Public for notarization and submitted, along with the necessary documents, to the Civil Registry of the city or municipality that issued the marriage license. Once the document has been reviewed and approved and the required fees have been paid, the contract will be registered and a certified true copy to be attached to the marriage certificate will be supplied.

Sources: chanrobles.com, jlp-law.com, news.abs-cbn.com, lifestyle.inquirer.net, domingo-law.com

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