” Regardless of the changing market conditions, the real estate business will remain relationship based”
– CEO John L Scott Real Estate
The business of real estate revolves around providing service to the public. The greater the number of customers that you are serving, the greater your earning potential can become.
Building a relationship is about being approachable, accessible, knowledgeable and helpful to others. Just because you are building a relationship with a potential client does not mean that they have to become your next “best friend”. You want to establish a relationship in which your clients know that they need and want to rely on your skills to achieve their own goals.
The art of relationship building should be practiced with everyone, all the time. Bring a smile to people’s faces by saying “Hello” when you walk down the street. Try to send e-mails just to see how some of your acquaintances are doing. Continue to remind people of what you do and how you can help them.
Your goal is to sell your value to each and every person! The more people you meet and get to know, the better you’ll do. Typically, traditional marketing takes at least 7 contacts or views before your message registers in their consciousness. Once it does register, it only takes a matter of seconds for people to decide whether they want to buy or sell from you or not. When meeting in person face to face, you have a better opportunity to express your individual strengths and become memorable. Always show people your ‘A’ game.
Your website can serve an unlimited amount of clients with real estate info without you having to be present in person. But to have unlimited clients accessing your website, you must build trusting relationships in person or by direct communication via phone or e-mail. Communicate with each lead on your website as quickly as possible. They may contact you today but can be gone tomorrow as people will do business with the person with whom they actually build a relationship with first.
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