Building trust with your clients, whether in real estate or any sales profession, can give you a competitive advantage because these long-term relationships help drive repeat business as well as provide references and word-of-mouth marketing that helps attract new clients. If you can satisfy the needs and wants of your clients, they might refer others to you, and remember you when they are ready to purchase another property. This only happens if you earn their trust and confidence.
Show your qualifications
Too many real estate agents think they shouldn’t advertise their successes. They think talking about awards they won and houses they sold will seem like bragging. You need to give your clients a reason to trust you, and your qualifications can help with that. Keep your awards on display in your office and include some of your top achievements on your business cards and promotional items. When you meet with prospective clients, explain why you are the best person for the job. Tell them how many people you helped find homes in the last year and what sets you apart from other agents.
Be their advisor
You need to be a advisor to your buyer. As a real estate agent, you must act in their best interests. This means explaining to them they can’t get all the features they want in a home based on their budget or showing them affordable homes in neighbourhoods outside of where they wanted to live, being their friend can help your buyer’s trust your advice.
Listen to your Buyer’s needs
To earn the trust and confidence of your clients, you have to have a clear understanding of their needs. This involves more listening and less talking. Homebuyers are specific and know exactly what they’re looking for in a house. Their perfect home may not exist, but if you listen and prioritise their wants, you can locate a property that’s suitable for their family. Take notes and ask for clarification. Never assume anything. The level of interest you show builds their trust in your ability to find the right property.
Be a useful resource
The more value you offer, the more a client will come to depend on you and see you as a trusted and useful resource. Don’t hesitate to share information that your clients may find useful. Keep it strictly business, but also tailored to their needs.
Stay a step ahead of your Buyer
Some buyer’s are tech-savvy and they’ve done their homework. They’re not real estate professionals, but they have a pretty solid idea of how the process works. For that matter, you need to stay a step ahead of these buyer’s to prove that you’re working hard on their behalf. Additionally, you should actively search for properties that appeal to your buyer and bring these homes to their attention. Your buyer shouldn’t have to find their own properties.
Don’t make promises you can’t keep
Some buyers and sellers interview multiple agents before choosing one to work with. Since there’s competition, you’ll have to sell yourself and explain how you are better than other agents. But although you want to impress potential clients and gain their business, be careful about making promises you can’t keep.
This guest post has been written by Gunjan Johar – Real Estate Analyst & Home Decor Blogger