One mistake many new realtors make is ”burning the bridge”
after every transaction
They consider every deal as a one-off transaction and
would cease communication with clients after that.
Some even take it further by ignoring calls and texts from
clients after receiving commissions. This is not only bad but it also hurts
your chances of referrals in future transactions
Client satisfaction should be the first strategy and it starts
with effective communication. Some successful realtors form bonds with clients
that exist even outside real estate. These connections and networks can
elevate one to higher places beyond just real estate.
Of course, in the quest to establish a communication link, you
should not encroach on the time or space of your clients. Connections should
grow naturally because when forced, they could be counter-productive.
Studying your client is also very important to understand them.
Are they the reserved or chatty kind? do they prefer WhatsApp messages or SMS
?. When are they online the most ?..etc.
Some practical way you could start communication with your
clients includes
- SEND
BROADCAST ON HOLIDAYS
- Email
information of value
Also, you should only engage with your clients when you have
something to say. if not, you run a risk of awkward and unproductive
conversations.
Honesty is the Best Policy
We have all been there When we felt the need to close a deal by
telling a few lies or some unconfirmed information. This hurts your reputation
in the long run. Having a bad reputation can ruin any business both real estate
and others.
In real estate, honesty will take you a long way because it
builds trust. According to zig Ziglar ” If people like you, they
will listen to you. But if people trust you, they will do business with you”
Honesty is like an investment in your career as a realtor. it
might not have an immediate benefit. However, in the long run, you will
have loyal clients who will refer you based on the trust they have in you.
When you are not sure of the information, it’s better to say ”
let me reconfirm” than saying ”yes”.
Gift Giving
We have all heard the saying ”little things matter”
Realtors often overlook clients’ appreciation as part of their
strategy. Appreciation shows you are thankful and value the relationship you
are building. Gifting is a form of intimacy and in the business world, it
fosters relationships. It paves way for new businesses and increases client
retention.
You can gift your client on birthdays, holidays, or their
special celebration like childbirth, etc.
Some get stuck in deciding what to gift clients, especially the
high network kind. However, like the popular saying ” It isn’t the size of
the gift that matters, but the size of the heart that gives it.”
Understand your client’s taste and get them something meaningful
that is within budget.
Gifting keeps you top of mind should they need you in the
future.
Listening
Listening can be one of the hardest things to do. It
involves truly understanding what they need even when they do not
know it yet. It involves asking the right question and getting the right
response. Listening involves understanding your client’s investment goals and
providing the right assets.
Most prospects are new to the sector and often won’t know
exactly what they need. to build a lasting relationship, you need to listen to
and understand their need. for instance new prospects with a budget of 10M
looking for a property to build in GRA from the budget, it’s almost
impossible to find properties within those price ranges in that currently. Do
not be tempted to sell other locations or opt for a lower plot sizes
without communicating first. Clearly state the current market
environment and watch his reaction, even if he ends up buying, he will most
likely come to you in the future.
Let a Client Relationship
Grow Organically.
Remember clients and prospects are people. People
hate being forced to do anything. they would rather decide on their
own. Let your relationship grow organically from during property
hunting to allocation. building strong client relationship is a process and as
such should be organic
CONCLUSION
Remember, communication is key to establishing a trustworthy
relationship. Talk to your clients to get a feel for what they need and be
their best solution. building strong client relationship as a new realtor would
help set your career on the right part.
for more information, you can call the office line 08054452870 or Visit us at our head office at: Km 25 Airport Road, Beside The Promise Fast Food & Restaurant After Divine Power, Rukpokwu Port Harcourt , Rivers State.
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