February is the month of love, so we’re dedicating some blog posts to the subject! Last week, we shared suggestions for ways you can love your listings. This week, we’re looking at how you can show your real estate clients some love.
Give Your Best Effort on Every Listing
If you’ve been a real estate agent for any amount of time, you know that selling a home is a highly emotional process. It doesn’t matter whether a home is large or small, immaculate or in need of repair, beautifully decorated or a hot mess – sellers are generally emotionally attached to their houses and care deeply about how the sale transpires.
That means you, in turn, need to care. Regardless of the size of the commission check you stand to earn, it’s important to treat every real estate client and every property with an equal measure of consideration.
This doesn’t necessarily mean you need to invest the same amount of marketing dollars. But you should invest the same amount of responsiveness, professionalism, and thoughtfulness. Make it your mantra to treat all your clients with equal consideration, and your reputation will go through the roof.
Make Life Easy for Your Clients
When your income is dependent solely on commission, it can be easy to lose yourself in the drive to get the house to market and close a sale. But remember that, in the midst of all the hubbub, your sellers are trying to live their lives.
Show them a little extra love by making yourself familiar with their schedule and doing your best to organize photo shoots, staging, showings, and the rest accordingly. This is especially true if the house is on the market during a holiday season.
On the buyer side, you can show your clients love by being as available as possible. Healthy boundaries are very important – after all, you have a life and maybe a family, too – but the reality is that real estate is not a 9-to-5 profession.
If your real estate clients keep standard work schedules, do what you can to make yourself available for communication and showings after hours. Look into the possibility of technology – such as smart chatbots – to make this manageable.
Consider Safety and Privacy
Agent safety is a hot topic in the industry right now – but seller safety and privacy can be a major issue as well. Open houses, especially, leave sellers vulnerable to property damage, privacy invasions, and theft of all kinds.
Love your sellers by setting reasonable safeguards to protect them. Keep in mind that many habits that keep agents safe – such as verifying a prospective buyer’s identity before a showing – also protect sellers. Other ways you can help: treat sellers’ personal information and documents with care, remind them to pack away their family photos and valuables before showings, or hire a security guard for open houses.
Give a Meaningful Closing Gift
Every time HouseLens goes to a real estate conference, we see booths for vendors who sell closing gifts. Most of these gifts aren’t really about the client – they’re about giving the agent a chance to permanently install their own branding in the buyer or seller’s new home. Be better than that.
You’re going to spend plenty of time with your real estate clients during the selling or buying process. Use that opportunity to get to know them – their hobbies, their values, what they need or want – and pick out a closing gift accordingly. Give a state or national parks pass to a couple who love the great outdoors, or some beautiful bar tools (without your branding on them!) to someone who loves to entertain. Trust us: they’ll remember where the gift came from.
Stay in Touch
Buying or selling a home is not an everyday event, which means you need new leads, all the time. There are many different ways to acquire those leads, but repeat business or referral from previous clients is one of the best.
Real estate clients who come back to you, or clients who were referred by someone who has worked with you in the bast, are likely to be the warmest leads in your pipeline. They are ready to move, and they’ve been predisposed to sign a contract with you by their own experience or a friend or family member’s rave reviews.
Unfortunately, research shows that, while 42-64% of buyers and sellers use an agent referred to them by someone else, only 11-33% actually end up using the same agent again. That means the average agent is falling down on the job when it comes to staying visible after the transaction.
Break away from the herd by not only staying in touch, but doing it in a meaningful way. Anyone can send a postcard, magnetized calendar, or canned recipe on a major holiday. But only an agent who really loves their clients will take the time to send a handwritten birthday or anniversary card.
Another way to stay in touch: connect on social media and use it as a springboard for offline communication. When it makes sense, comment on former clients’ posts to stay visible. And if you see something major in your feed, send an authentic followup outside the platform: a simple condolence card if a parent dies, or a congratulatory text when a child gets into their dream college.
Got your own tips for loving your clients? Share them in the comments!