Ever asked yourself how some real estate brokers create these family-like relationships with their clients? Here are a few tips we’ve gathered to help real estate professionals improve customer relations with their clients.
Learning from Real Estate and Life Experts
To become an expert in the present, you must learn from the experts from the past.
Micah Solomon, a customer service consultant and keynote speaker on Forbes, shared: “In real estate, empathetic, patient customer service from a dedicated agent, supported by a skilled, polished, and motivated office staff, is a prerequisite for success.” He later followed that effective customer service in real estate is an absolute essential to success.
Solomon’s take is further supported by Steven R. Convey, a popular American educator and author, who believes that empowering people and organizations will lead to an increase in performance capability eventually achieving worthwhile purposes through understanding and principle-centered leadership.
Tips and Tricks to Effective Customer Relations
Both Solomon and Convey offer a lot of wisdom for our topic at hand. We’ll be taking a page out of their books to craft a guide especially suited for real estate professionals. Here are 7 tips you can follow to boost your customer relations with your client.
- Practice Effective Time Management
Respond fast to your client’s queries. In the digital age that we are in, most clients want to get a response instantaneously. Take advantage of the leads you are getting by responding to each and every one of them as soon as you can – leads are absolutely useless when left unanswered. Try to get the discussion with your clients going and do not hesitate to give ample time to your clients.
Dedicate a time of your day to scheduling. It will help you with your appointments, property presentations and meetings. Remember, even if you give a good presentation of the property, the client may still ask follow up questions on top of follow up questions. You shouldn’t think of this as wasted time – think of it as an extended part of the presentation.
- Prepare and Present All Possible Solutions
Before your present your pitch, prepare a cheat sheet of the possible questions your client may ask. You can ask your colleagues to help you identify the clients’ needs beforehand.
You have to keep in mind that every client has different preferences and that creating a single approach for all of them will not always work. As much as possible, try to scout your client before meeting them in person. Identify their needs and create your pitch around that.
- Master Your Hellos and Goodbyes
According to Solomon, the clients most remember the start and end of your meetings or presentations so try to make them as memorable as possible. Try creating a short spiel to help show your client that you’re not only there to close a deal but to create a fruitful relationship as well.
- Try to Prioritize Relationship Building over Sales
This might come as a surprise to you but sales, more often than not, follow after establishing a good relationship. Establish yourself to be trustworthy and reliable whenever you meet with your client. Listen to their problems and offer solutions whenever you can. Remember that not all clients are the same. Some might need a sense of urgency to purchase a property while others may need time to think their options through. By understanding what type of client they are, you’ll be able to formulate your sales pitch perfectly suited for them.
As much as possible respect your clients’ state of mind at any specific day and time, and understand what situation they are in. There will always be a time to talk sales so whenever your client is trying to get his/her point across in another topic, make sure you’re there to listen to them. This will play an important part in their decision to pursue your property.
- Try to Remember All Your Clients
Your real estate ventures will not be successful without your clients. So try as hard as you can to remember both new and old clients. Be polite with them and always greet them with a smile to show you remember past transactions. Simple acts such as opening doors and shaking their hand will leave a good impression for not only you but the company you are representing.
- Create a Team of Professionals
Your clients aren’t the only people you should be concerned about. Try to create a team of reliable and dependable professionals to work alongside you. Take your time in hiring these professionals and don’t urgently hire someone out of a need to fill a position. Getting professionals you can rely on will have a big impact on your customer relations. Choose your team members carefully.
- Always Leave Room for Improvement
You can’t create the perfect presentation in your first try. Always seek ways to improve yourself, your team, and the strategies you implement.
Look for tips and tricks you can implement and keep them in mind, review them, and come up with a plan that works best for you, your team, and client.