Every real estate agent hopes for success. The definition of success varies from person to person: it could be larger profit margins, more sales, more buyers, more training, owning your own real estate group, or a combination of these. In a profession saturated with talent, how can you make yourself stand out? How can you become the real estate agent your clients come back to again and again; the agent your clients recommend to others?
Below are seven tips to help you connect with clients and earn their trust and respect.
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1. Don’t Be a Salesperson
Clients want to find a reliable expert who works for them – someone who can answer questions, give honest feedback, and lead them through the buying or selling process. An over-zealous, pushy, used car salesman-esque real estate agent will send potential clients running in the other direction. You’re there to help them find the right home to purchase or the right buyers for their current home. You are not there to pressure your clients into buying a house that won’t work for their budget or their family. When you demonstrate your desire to help them, rather than a desire to make a sale, you’re much more likely to see the deal through to the finish line.
2. Make Every Client Feel Special
Even when you’re overwhelmed with multiple clients (let’s be honest – isn’t that a problem all Realtors hope for?) it’s critical to make every buyer and seller feel important. Answer every phone call or return phone calls as soon as possible. Respond to text messages and emails. Find the answer to your clients’ questions immediately. Even if you are juggling a handful of deals at once, make each client feel as if he or she is the only one you’re working for. The personal attention will pay off.
3. Be an Advocate for Equity
As a Realtor, part of your job is to educate buyers and sellers about the financial risks and advantages of real estate. Home equity is a fantastic tool for building wealth. By finding homes that are priced below market value for your buyers or getting above asking price for your sellers, for instance, you’re giving them an excellent return on their investment. Clients want value; they want observable financial gains that demonstrate the benefit of ownership. Be the real estate agent that reveals those benefits to your clients.
Along the same lines, it’s essential to be a great negotiator and get your clients the very best deal. Countless courses – both online and in-person seminars – can help you refine your negotiation skills.
4. Know Your Stuff
The relationship between Realtor and client is based largely on trust. Every time you reveal your knowledge and expertise, you’re establishing trust with your client, demonstrating your skill and dependability. It’s important to keep informed of the latest real estate trends, practices, and laws to ensure you’re always providing accurate information.
Be a perpetual student. Read as much as possible, as often as possible. Continue learning about your profession, your state, and your local area and neighborhoods. This knowledge will shine through as you work with your clients to educate them on their real estate options.
5. Listen and Understand
Each client has a unique story, with individual needs and desires. The best way to establish a relationship with a new client is to listen—really listen—to what they’re telling you. Once your clients feel like you genuinely recognize their goals, your credibility increases. It’s just one more tool to help you build a bond with a client, establish trust, and potentially earn their future business or other business through referrals.
6. Use Technology
Free marketing abounds in today’s online world. Within minutes, you can connect with past and current clients, other professionals, friends, and family through websites, social networking, and other online media. Social media marketing is one of the fastest growing and most useful tools you can use to keep your social circle up-to-date on current listings, news, and more. On a side note, if you don’t already have a professional website, stop what you’re doing and create one now. It’s an easy and inexpensive way to promote your business, your listings, and yourself.
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7. Find Your Niche
Clients want experts. One way to establish yourself as a specialist in a particular area is to market yourself to a specific You can specialize in just about anything: waterfront properties, military moves, acreage homes, first-time homebuyers, foreign language-speaking clients, retirees—the options are endless. The point is, once you begin to establish yourself as the real estate agent in that niche, word will get around that you’re the Realtor to hire, which in turn leads to more business and more specialization. It’s a great way to establish credibility, build a network, and create income.
Real estate is hard work. You’re one Realtor in a sea of agents trying to climb to the top. Following a few simple tips can help you realize success.