How to Create a Massively Loyal Clientele
There are countless stories about buyers who start their home searching process with one agent, and end up buying with a completely different agent. And the worst part is, sometimes it’s even the same property that the first agent found!
What goes wrong in a situation like that?
What does the winning agent do that the other agent didn’t?
Focus on Your Priority
Good agents make their customers their priority.
Great agents make their customers feel that they are the agent’s priority.
Successful agents realize this distinction and make it their mission to WOW their customers by being fully committed to their needs right from the get-go.
Don’t let the sound of that intimidate you, however. Customer service is your job; you are already doing it (hopefully). You don’t have to do any sneaky tricks or sell your soul to the devil to make your customers happy.
Selling real estate is a competitive business and some agents wouldn’t hesitate to steal your customers. But if you instill a sense of confidence in the minds of your customers, they will know that you’re the one to get the job done right.
How to Stand Out from the Rest
Always make sure that you understand the motives of your customers. Find out their problems and what led to their decision to move. This is also a great way to build rapport because you are showing genuine interest in their situation.
Find out your customers’ fears and concerns about the process before you start. Understanding their insecurities will help you decide between their needs and wants.
Most importantly, listen. Just listen. Let your customers tell you as much as they want. The more you know about them, the easier it will be for you to sell intelligently instead of aggressively. Buyers and sellers nowadays won’t bother with a pushy realtor.
Merge Their Needs and Wants
Once you understand their needs, find out their wants. Then use your expertise of the local market to hunt down some properties that fit the bill to merge their needs and their desires.
Use your knowledge of the area to your advantage and explain to them why you chose the properties you did, and how they reflect what they need and what they want.
Sure, they may have spent countless hours on the internet scouring through homes for sale, but they will realize that there is no substitute for your expertise and your understanding of their situation.
Walk the Walk
You can’t just call yourself a local expert if you aren’t. Your customers are smart enough to figure that out eventually.
Make sure that you know your market.
Tour properties in your farm area as soon as they are listed. Not just a few, but all of them. Take notes on things like the layout, special features, and overall condition of the property. Incorporate this routine into your schedule so that it doesn’t feel like an additional chore if you aren’t currently doing this.
Keeping up with local inventory is essential to stamping you as an expert realtor.
Learn everything you can about your area. Find good dog parks. Familiarize yourself with nearby schools. Find out how 5pm traffic is. Scout for great places to watch fireworks from on the 4th of July.
By focusing your entire business around meeting the needs and wants of your clients, you will create loyal customers that will give you their business now and in the future. Best of all, more often than not, these customers will send their family and friends to you for their real estate needs in the future.
To your success!