process, but effective, one-to-one communication between agent and client remains of basic importance for selling real estate. People are naturally cautious about buying real estate because it’s typically the most important investment they’ll ever make. They need to feel confident, with a sense of trust in their Realtor® as they make the decision to become a homeowner. The key to gaining this special type of trust comes from good interpersonal communication
Here are some tips to communicate with potential clients to help them feel comfortable about buying real estate:
Be credible- Every property is unique. It’s up to the agent to do as much research about each property as possible. Clients will have serious questions about what they’re buying and a knowledgeable, thorough agent builds trust among buyers –building great references in the community as well.
Be patient and listen- If the client wants to talk, actively listen to their questions and concerns. Rather than immediately responding, absorb what they’ve said and try to empathize with their position in the home-buying process. Once you think from another’s perspective, you can help them make more informed decisions as you have more of a vested interest in finding them the right home.
Ask clear, well-defined questions- You can’t effectively establish your clients’ needs unless you ask them about their specifications. You’re questions should be very easy to understand, with very clear intentions. Be patient with clients new to the home-buying process and thoroughly explain what information you need from them.
Turn down your phone or mobile device- Switch your phone or mobile device to its silent setting and never answer it when meeting with potential clients; unless it’s an absolute emergency. This only shows that you’re placing less importance on a client’s time than your own; exactly what you don’t want when establishing a sincere relationship built on mutual respect. While you have other potential clients, you only have one right in front of you.
While these tips are applicable to real estate transactions, they also apply in everyday life. Without effective communication, life can be very frustrating. With all of the work that goes into the purchase and sale of a home, it would behoove an agent to consciously employ these practices in every transaction to increase customer satisfaction and their overall business.