There's no doubt that relationships are important, and if you're a realtor you know that especially. Your real estate business depends on not only the quantity of business relationships built, but more importantly, the quality of business relationships built. As a realtor you must get good at the 2-step process: build the relationship, then maintain it. There is no getting around it. We've got a few tips to help you out.
You guessed it. Communication is the number one skill to master in real estate. The majority of complaints in real estate come from lack of communication. You must keep your clients in the know. Remember, they aren't the professional. You are. They came to you for help because they need it. So maintain constant communication throughout the whole processes. To go one step further, remain in contact even after the transaction is done. You see, the end goal is to get a client and keep a client. If you really want to roll in the big bucks, you can't turn and burn through clients. Follow up and see how they love their home. It's simple things like that that will keep your relationship strong and get you referrals and repeat buyers.
2. Be of Value.
Create great content for your clients. Write blogs. Post interesting information. The key is to keep it relevant and keep it important. Again, you're the professional. Make sure you are offering them something they need. Position yourself as a business leader in real estate.
3. Always be Honest.
Nothing will kill a relationship like a good ole lie. There are two types of lying that we'll cover. 1. You want to get the sale so you lie about what you can provide, the condition of the house, etc. 2. You don't know the answer to their questions and you don't want to look like an idiot.
1. Don't. Just don't. It will catch up to you in the end. Word will get around that you are a greedy salesperson that cares about no one. And that, my dear, is very hard to come back from.
2. Come prepared. However, we all know there are clients out there that ask any and every question and you're bound to not know the answer to at least one of them. Instead of making up some bogus answer, simply reply "I'm not entirely sure and don't want to give you false information. I'll ask around and find out for you." They will appreciate the honesty and appreciate a true answer. Just make sure you actually get back to them.
4. Hold Yourself Accountable.
This goes a bit hand-in-hand with being honest. If you say you're going to do something, do it. You're trying to build trust here. If you say you're going to get them a list of homes to look over by 3 p.m. on a Friday afternoon, you'd better get them that list of homes to look over by 3 p.m. on a Friday afternoon. Not to mention, if you deliver and they know they can trust you, why would they bother looking elsewhere for a realtor? They will come back every single time because they know they can count on you.
5. Look at your Client as a Person.
Push the idea that they are paying your bills out of the way. If you can do that you start to see them as a real person. Take interest in them. Take the time to truly understand their wants and needs. You'll start to create a strong bond that will earn you repeat business.
6. Long-term is the Goal.
What's your end game? Do you want the sale right then and there, or would you rather continue the relationship and get multiple sales over a long period of time? Nurture your relationships and satisfy their needs. They will come to you when it's time to sell that house they just bought from you. Their sister will buy from you and her best friend will buy from you. It will explode and result in sale after sale. At the same time, reward your loyal clients. They didn't have to be loyal to you, but they chose to be. That deserves a thank you.
"You make absolutely everything in my life better" Reynolds says about his wife, Blake Lively. Be like Blake: make their life better.
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