New and experienced real estate agents know this universal truth: client communication is the key to real estate success. However, developing effective communication skills can take time. Thankfully, technology makes it easier than ever to develop client communication and maintain constant contact with your clients before, during, and after a real estate deal.
The Power of Client Communication
As a real estate agent, you are guiding buyers and sellers through one of the most significant financial decisions in their lives. Even clients who have bought or sold real estate in the past might feel overwhelmed by the process. Real estate laws, technology, and processes are constantly changing. For your clients, buying or selling real estate can feel like a daunting task.
The key to keeping it all together? Effective communication at every step of the process. Excellent communication not only helps the buying and selling process go smoothly for your clients (and yourself!), but it can also have positive impacts on future business. When you are attentive to your clients and their needs, you’re more likely to get word-of-mouth referrals, excellent online reviews, and repeat clients. Communication is important during a transaction, but it’s also the cornerstone for your real estate success long after a deal closes.
Client Communication Before, During, and After the Transaction
Relationships are critical to the real estate process. Whether you’re trying to find clients, guide current buyers or sellers through the real estate process, or connect with previous clients, building and maintaining a relationship is paramount.
The client communication process begins long before you sign a contract with a buyer or seller. Communication should be at the heart of everything you do as a Realtor, from marketing to day-to-day operations and beyond. The real test comes with the initial contact. If a potential client shows interest in a property for sale or contacts your office with thoughts of selling their home, your response could determine whether or not you get the deal. Prompt responses are crucial. Take the time to listen to the client’s concerns, and answer all questions to the best of your ability. Your communication skills and expertise will help the client decide whom to choose to represent their interests.
The timeframe leading up to the closing table is the most critical in terms of client communication. Your clients might (and probably will) have seemingly countless questions and concerns during this time. As a real estate agent, you might be pulled in many different directions, but you should always try to respond promptly to these concerns. Clear and constant communication is the best way to ensure the deal goes through as smoothly as possible.
Finally, client communication shouldn’t end at the closing table. Successful real estate agents rely on word-of-mouth referrals from satisfied clients and favorable reviews. Maintaining contact with your clients (who are, hopefully, already satisfied thanks to your excellent communication during the transaction process) can help your business continue to thrive.
Tips for Better Customer Relationship Management and Communication
Let’s start by addressing client communication during the transaction process – the time between agreeing to represent your client and the closing table. This is the most critical timeframe for effective communication as it can set the stage for the entire deal. Being an attentive real estate agent often means checking in with your clients multiple times a day. This communication might include important updates, answers to questions or concerns, or simply explaining how the process works. It’s perfectly acceptable to communicate via phone, email, text message, or another means. However, start your relationship off right; ask clients for their preferred communication method and establish times when you and your clients are available.
Excellent client communication helps establish and maintain those relationships with clients at all phases of the process. Today, many tools help real estate agents connect with potential, current, and past clients, a practice known as customer relationship management or CRM.
We know that staying connected can feel like a full-time job in itself. You barely have time to communicate with your current buyers and sellers, much less focus on a marketing campaign or reach out to past clients. That’s where CRM software can help. CRM software helps busy Realtors create and maintain client databases, connecting easily through email, text messages, or other methods. These programs make it easy to keep in touch with current and past clients, setting the stage for repeat business in the future.
Client communication is at the heart of every successful real estate business. Taking the time to build and nurture these relationships could impact your business long into the future.