We all have a sense that clients come first in business, but when things get busy it can be easy to forget. If we stepback, we may find that we’re no longer really connecting to our clients but have a singular focus on the bottom line.
Since buyers and sellers are what make your real estate business a success; building those relationships is essential. Not only will they most likely use your services again down the road, but their referrals can be invaluable in helping your business grow.
So, how can you make sure you’re creating those lasting connections? Here are five easy tips you’ll want to implement.
1. Mom and Pop Mentality- While you do want to see your business expand and utilize the latest in cutting edge technology and marketing; you’ll want to maintain that "mom and pop" store approach. Why do the smallest, family run establishments have “regulars?” It’s because customers know that they’re known when they walk through the doors.
Emulate this with your clients by remembering things about their life that they’ve shared in previous conversations. Asking them about their son that’s deciding on a college, or a vacation they’re planning can create that immediate connection.
2. Ask Questions First- Sitting down with a potential client and going into your speech on how you started your company, what services you offer and how many successful sales you’ve had in the past year can be off-putting to some clients.
Instead, ask them questions about themselves first. They can range from their real estate goals to getting to know a little about them personally. By doing this, they will see that they come first... even in conversation.
3. Talk About Yourself- While it’s not what you want to lead with, talking about yourself is important. It allows clients to get to know you and helps build trust. Of course you’ll want to make sure to not over-share personal information, but since you’ve asked them to open up about themselves it’s important for building a connection that you do the same.
4. Really Listen- Your client will want to make sure that they’re heard... especially when it comes to such a large financial decision such as buying or selling a home. It’s important that you not just hear your clients, but are truly listening to their concerns and requests.
5. Step Away from Technology- ... only temporarily, of course! This point ties in with the last one. Being available to really listen to clients means putting down the smartphone, ipad or stepping away from your computer. Also, be sure to set up face to face meetings instead of doing everything through email or phone calls. While these are great for making our lives more efficient, be sure to make those in person meetings whenever possible.
As a good real estate agent, you're probably already doing some of these things, or a few of these ideas may be new to you. Either way, it’s still important to be reminded of them from time to time, as well as remembering that connecting with your clients is essential for your business.
Taking the time to connect with clients may seem tedious at first if you’re constantly on the go, but the more you practice these ideas, the more they’ll become second nature. In the long run, you’ll find these personal connections are well worth it. Even if you don’t get a repeat client or a referral from everyone you work with... chances are you may make a friend along the way!
Blogging & Copywriting Specialist