Varied products and decisions that take time
Marrakech combines property types that rarely sit in the same portfolio: apartments in gated developments, individual villas, resort products and homes intended for short-term letting. The number of units is often lower than in Casablanca, but each record carries more weight and demands finer tracking.
A share of buyers are foreign or non-resident. Exchanges then stretch over several months, with viewings planned in advance, customisation requests and recurring questions about the delivery schedule and payment terms.
On a Marrakech project, losing the detail of a trade-off — orientation, view, finish, payment phasing — often means losing the sale.
1. Describing units that are all different
A sales grid designed for standardised apartments quickly hits its limits when every villa has a different plot size, orientation, pool or level of finish. The reference data must accommodate those characteristics without multiplying free-text columns filled in case by case.
The goal is not to describe everything, but to keep the criteria that genuinely drive a purchase decision. Those are what will later let you match an enquiry to an available unit without going through the whole inventory.
- Distinguishing characteristics normalised rather than left as free notes.
- Plans and visuals attached directly to the unit concerned.
- Price per unit with history, including for one-off products.
- Dated option status, essential on a limited inventory.
2. Keeping a record alive through a long decision cycle
When several months separate first contact from reservation, the memory of the record cannot rest on one salesperson. The file must keep the viewings made, the units compared, the change requests, the documents sent and the points left open.
An effective follow-up builds on that context. Getting back in touch by naming the exact unit examined and the question left unanswered has a very different effect from a generic call weeks after the viewing.
- A complete timeline of viewings and exchanges.
- Customisation requests recorded and approved before commitment.
- A dated next action even on records still under consideration.
- Detailed loss reasons to adjust the product and the sales pitch.
3. Framing payment schedules that are often negotiated
On this kind of project, payment terms vary more from one record to the next. The schedule must therefore be generated from the sales record itself and keep a trace of every approved revision, without erasing the amounts already collected.
Consolidation by project remains essential for management, but it must always allow a return to the individual record. That is the only way to explain a gap between the forecast and the cash actually received.
Start with the records in progress
Because the number of units is more limited, migration is usually faster than elsewhere. Make the grid of available units reliable, import the prospects still active with their viewing history, then attach the reservations and payment schedules in progress.
Then check the records with no next action and the options past their deadline. On a small inventory, one forgotten option ties up a significant share of the project and distorts the sales picture.
Frequently asked questions
How do we track villas that are all different in one grid?
By normalising the few characteristics that influence the decision — plot size, orientation, level of finish, annexes — rather than adding free-text columns that different people fill in differently.
How do we manage an overseas buyer over several months?
By keeping every viewing, unit compared and open question on the record, with a dated next action. The record then stays workable by the whole team between two trips.
Can a payment schedule already under way be changed?
An approved revision should recalculate only the instalments concerned and preserve the collections already recorded, with a trace of the change and who made it.