I get a lot of questions from real estate agents who are still finding their identities and they always ask for my key to success. I could pretend to be a politician and tell you about my morals and my religion and my upbringing, but really and truly, it's quite simple: Be a GOOD PERSON. Don't go into real estate for the money because if you are not personable and you are only in it for the income, people will see right through you, your clients will not recommend you and know that depending on your market you are not even guaranteed a steady income. Go above and beyond for your clients! Even if that means a family member passed away and they had started the browsing process and they need some time to grieve. Let them know you are there for them. Make sure you are dependable! I have a bad habit of being a few minutes late, but I make it a priority to call them and let them know that I did not forget about them.
1. Never, EVER sound like you are frustrated with your client. There will often be times where the first house they see will not meet their standards, or they don't want to settle without exploring their options. There are going to be clients who take up your whole day to go see all the houses they want until they are satisfied with being able to make a decision. Even if you're frustrated or you're exhausted, do not let them see that because it is YOUR job to help them. Remember, they called YOU for a reason. Make them feel special!
2. When showing a house, take them on an adventure. This process requires you getting to know them a little bit. It also makes you more personable which means they'll refer you to other people. Keep in mind that your job is to sell them the house of their dreams. Find out how many kids they have, what they like to do, if they are outdoorsy people or homebodies. It matters! Calculate roughly how much time they will spend in each room, give them examples of what each room could be used for. If they have an eighty year old couch that is passed down from generation to generation, think of a spot in the house you are showing them, that would suit it perfectly. Coming up with these hypothetical situations enables them to really picture themselves living somewhere, which in the end, makes your job a success at the end of the day.
3. Be FLEXIBLE! While real estate is a business world and the clients are the ones calling you, that does not entitle you to be a dictator about the scheduling. Understand that other people have jobs too and sometimes that means you'll have late nights showing houses. Be lenient, be flexible, sleep in that morning and treat them just the same as any other client.
4. Find them a home that suits THEM not you! Many realtors are the faces for entire subdivisions and sometimes that is all they will show their clients in hopes to sell those houses and make a bigger profit. DO NOT LIMIT YOUR CLIENTS! I am not telling you to not show them the houses you are listing, but understand that people have different aesthetics. Not everyone is going to be in love with only the homes you are listing. Some people may have different visions and if you try to force your vision on theirs....it's not going to be pretty and they will not recommend you. Do your job, find them their dream home! They can't do it on their own, that's why they called you...don't take advantage of that.
5. Lastly, NETWORKING IS EVERYTHING! Just like in any other job, it's all about who you know. Respect your clients and treat them all as if they are millionaires because you never know what they may be able to do for YOU one day.
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