1. Discover the project before recommending a location
An overseas buyer may know Morocco through holidays, family connections or a business opportunity. None of these tells you what the property must do. Start with intended use: main home, second home, rental activity or a combination. Ask who will occupy it, who takes part in the decision and who may represent the buyer. Do not assume that a relative is authorised to receive documents or sign. Establish the preferred language, contact channel and a realistic time for the next conversation.
Use SPIN to move from the current situation to the problem, its consequences and the value of an improvement. For example: “When the commute becomes longer, what changes in your daily routine?” The purpose is understanding, not amplifying anxiety. SONCAS can help you explore possible motivations such as security or comfort, but it must never become a fixed personality label. Ask the client what security means in this project: reliable documents, predictable expenditure or support while abroad.
Write a short brief separating essential criteria from negotiable preferences. Include the overall budget, its declared funding sources and the proposed timeframe. A banking simulation is not a loan approval. Ask the buyer to confirm your summary before presenting properties. In your CRM, a reply establishes contact; it does not establish a qualified project or a completed sale. Record the evidence for each stage and one next action with an owner and date.
A couple in London prefers quiet surroundings and public transport to new decoration. The next step is to define relevant observation times and travel needs, not automatically select the newest apartment.
2. Build an evidence-based comparison
Separate three categories in every property file: what you observed, what somebody stated, and what a document or competent professional has established. Keep the source and date. A video shows selected views at a particular time; it does not prove ownership, permissions, acoustic performance throughout the day or a right to use a terrace. If an advertisement says 95 square metres and a plan says 90, retain both values and request an explanation of their measurement boundaries. Do not silently choose whichever value supports the sale.
Compare the full financial envelope on a consistent basis. In our fictional exercise, property A costs 1,600,000 DH, with 100,000 DH of works, 120,000 DH of assumed fees and a 100,000 DH reserve: total 1,920,000 DH. Against a 2,000,000 DH budget, that leaves 80,000 DH before unpriced risks. Property B costs 1,750,000 DH, with 50,000 DH of works and the same assumed fees and reserve: total 2,020,000 DH, exceeding the budget by 20,000 DH. These are exercise assumptions, not Moroccan fee schedules.
Use CAP or CAB to connect a verified characteristic to an advantage and the buyer’s expressed need, with evidence where appropriate. “The plan shows this room arrangement” is narrower and more defensible than “this is the perfect investment.” A regional development project may inform further research. It does not demonstrate occupancy, rental income or resale gains for this property. Explain what further information could change your recommendation.
A is more affordable under the exercise assumptions, but quietness, transport, parking rights, surface discrepancies and financing remain open. A lower total alone is not a sufficient purchase recommendation.
3. Coordinate the transaction and the local handover
Before a handover, agree on the roles of the overseas broker, the local colleague and the professionals responsible for the transaction. A training course does not itself grant permission to practise a regulated activity, handle client money or sign on a buyer’s behalf. For an actual assignment, have the applicable scope, remuneration, representation and responsibilities checked. Never present another country’s procedures as automatically valid in Morocco.
Prepare a documentary tracker with one row per issue: document or question, source, received or outstanding status, responsible person, agreed deadline and evidence of resolution. Include the property and parties’ documents required by the competent professional, the surface discrepancy, parking or terrace rights, relevant co-ownership information, works estimates and funding confirmation. The broker coordinates the collection; the professional of the act determines the necessary legal checks. Do not send unnecessary personal documents to everyone involved.
A handover is complete only when the receiving colleague acknowledges the context, outstanding issues and next action. If the client missed a viewing, record an absence, not a completed visit. If the client requests an email next week, follow that choice. Preserve an offer’s conditions until a documented response changes them. Do not invent competing buyers or promise a seller discount. Once the final act is confirmed, organise the agreed key handover, document remaining practical issues and set a follow-up. Treat a complaint as an issue to track and refer appropriately, not an invitation to promise a legal outcome.
The local colleague receives the file with funding and parking still unconfirmed. The overseas broker remains responsible for the agreed next step until the colleague acknowledges the handover.
Written practice
Prepare a client brief, a property comparison and a handover note for the fictional case. Your draft is saved; it is not marked by a human.
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