If you could imagine the ultimate real estate experience for a home buyer or home seller, what would it be? How would you “woo” your customers to love their experience so much they couldn’t imagine not recommending your services to all their friends, families – or let’s face it – every person they cross paths with on the street.
There are always companies that have found ways into our “hearts”: they romance us in such a way that we easily become their loyal customers. Here are 5 must-haves that we believe can help “woo” your next real estate customer:
Educate
Take the time to explain the process, what is to be expected, the costs associated, timeframe, and how a home purchase or sale could potentially affect a person. Don’t assume “real estate” is something everybody “gets”. Even if a person isn’t a first time home buyer, take the time to educate them about your specific real estate process, and provide them with your personal “tips” of the trade.
Enhancing your website and your home buying or selling presentations with this kind of information is key. Remember: people often start trying to educate themselves on their own via the internet, so make sure your unique blend of market knowledge and experience is clearly stated and easy to find to gain their trust sooner.
If people don’t get something and feel like they’re moving forward, it is easy to get frustrated and start hating the process, which puts their trust in you in jeopardy – don’t let this happen!
Care
It’s one thing to say you care about your client’s interests, but it is another thing to really, truly show it. Of course you are in business to make money: but never forget that a home purchase or sale is a really, really big decision for people. They are looking at you, trusting that you care enough to keep their best interests in mind. If you really can’t bring yourself to care about the person you’re working with, it may be better to refer them elsewhere. Remember: Don’t be FAKE! A person can always tell when your intentions aren’t genuine.
Show Market Knowledge
With the rise of the internet and online MLS® system searching, it’s become very easy for customers to learn about real estate on their own: Realtors are no longer the gatekeepers of this information. As a result, it’s become even more important for individual agents to take the time to really, truly know your market.
For example, if you specialize in downtown apartments, take the time to visit every single apartment. Try to visit every building and investigate the available amenities. If you take the time to see every condominium development for sale in person, you will be better equipped to recognize value in comparison to an agent not familiar with the building. As a value proposition, being able to say “I have been in virtually every unit in this building and know exactly why #202 sold for $10,000 more than #201” can’t be beat.
Listen
Your clients will tell you what they’re looking for, even though they might not come right out and say it directly. A client may not be consciously aware of what they want, but will unconsciously reveal clues about their true needs with both verbal and emotional cues. Watch for these hints, which will allow you to better facilitate and tailor the home buying or selling process for them.
And when it comes to writing an offer: always listen to what your clients want first, then provide sound advice and guidance based on your experience in the market.
Recommend
Clients are looking for your advice and expertise: when they ask for it, give it! On numerous occasions when I have sought out expert advice, the most frustrating answer is: “it’s really up to you… either-or would be nice”. Truth be told, if I knew I was going to get that style of answer, I wouldn’t have bothered asking in the first place.
The same is true in real estate. If a client asks for advice, use the knowledge you have cultivated through your experience in the market to help them. If their question is out of scope of your knowledge, offer to find out or direct your clients to a person who can answer their query, for example a Mortgage Broker or Real Estate Lawyer.
These are just 5 ways you can begin improving your clients’ real estate experience. There are many other ways to increase and improve value, which we look forward to discussing further soon. What other elements do you think help define a “woo” real estate experience?
Sign-up For FREE Updates
