Everyone knows that clients are the lifeblood of every business and industry; hence, giving rise to the saying, “The customer is king”. Nonetheless, the approach needs to be diverse and should tailor-fit the demands of the specific industry. Fast-moving consumer goods, food and detergent, for example, usually have people clamouring to get the most value out of their money, whilst the entertainment scene, in contrast, constantly has to ramp up its shock value.
On the other hand, the real estate market is an entirely different thing since it’s the most painstaking to decide upon, yet also the most personal and rudimental. As an agent who’s representing this profitable industry, most of the convincing relies on your charm, wit, and strategy. You don’t need to be pompous or grand to do this for the small things are the ones that usually work, such as:
1. Responding fast to all inquiries.
Surveys have shown that most clients engage with the agent that responds the fastest. It’s no secret why: answering quickly shows that you are really serious and intent on your job, so much as to reply to their queries in an instant.
The only way to do this is to get connected all the time, which entails answering calls, texts, and emails in a matter of seconds. Get your trusted wireless carrier to provide you with a good data plan because an excellent signal at any given place and time is downright vital.
In situations where you’re too busy or uncomfortable in answering a call and need some ample time to compose, don’t forget to excuse yourself politely first. It’s also recommended that you follow it up with a note stating another common time where they can call you, or vice versa.
2. Offering heaps of helpful advice.
Clients love a salesperson who also assumes the role of a friend, since it’s simply human nature to warrant a feeling of being nurtured. One of the best ways to do this is to offer helpful financial advice, especially when they’re very interested in buying property yet held back by monetary circumstances. This may either be through a smooth payment scheme suggestion, or by suggesting types of loans they could apply for.
Showing concern and sincerity is instrumental to give them reasons to open up to you more, while increasing chances of sure sales deal.
3. Keeping them in the loop regarding property news.
Let them know that they’re always on the top of the mind by regularly reminding them about things that matter like every step of the selling process, the requirements they have to submit or subscribe to, or about developments in the local real estate industry. Doing these things gives them a sense of assurance from you, and eases their worries about being left behind or being uncared for enough by their agents.
There is a fine line between being concerned and being plain annoying though, so make sure you keep the right amount of distance so you won’t fall on the latter category.