Whether you’re reaching out to current or past clients or cultivating new leads, trust and relationships are essential, writes Mauricio Umanski of The Agency.
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In my opinion, the greatest indicator of a realtor’s long-term success is a strong network of trusting relationships with both colleagues and clients. After all, buying or selling a home is not only one of the greatest financial decisions a person can make, it’s also a very personal experience.
It is important for your clients to trust you and to have their trust. Building an extensive professional network is essential to any realtor’s business. As our agent referral network strengthens and expands, so does our prospects for consistent long-term success in the real estate sector, regardless of external factors.
in my new book deal maker, We share the best tips for building authentic, long-term relationships with your clients. Here are some highlights that you should know.
Create notes in a way that suits you
When I collect and record important details about current, former, or potential customers, I keep most of that information in my head or write it down in a notes app on my phone. Find the system that works for you.
Perhaps this could be an open house or a small notebook used to consolidate information after a potential customer has filled out a sign-in sheet. It may be a voice memo after meeting. Maybe you rely on your assistant to organize all your audio and notes at the end of the day. Find the system and run it.
Believe me, if you run into John Smith in a few weeks and can remember his name, the age of his kids, and what kind of home he’s looking for, he’ll be thrilled. You might win his respect and gain new customers.
This strategy also helps you keep up to date with current and former clients. It’s all about staying informed and making it clear that your customers are important to you.
pay attention
One of the biggest mistakes agents, and salespeople in general, make is no pay attention. Treat every customer interaction like a sporting event. Be prepared, wear clothes you feel confident in, and get your mindset right. Focus on the conversation with the client and challenge yourself to learn as much new information as possible.
We are all human and want connection
To build meaningful and authentic relationships with clients that you feel comfortable contacting and checking in with, even when nothing particularly exciting is happening in your real estate activity or home search, build relationships that: is needed. Based on genuine interest.
Of course, we don’t encourage agents to ask invasive questions, but we encourage them to build a genuine connection with their clients. Ask them questions about themselves, share important details about their lives, goals, and dreams, and help them feel comfortable with you. Then the magic happens.
create a monthly newsletter
As a local market expert, you probably have plenty of material for your monthly newsletter. Not only does this kind of communication provide value to current, past, and potential customers, but it also keeps you in touch, your name at the top of your inbox, and a place to keep in mind. Excellent method. You can combine lifestyle and real estate information in your newsletter. Do what feels real to you.
Consider mixing a few market-related articles or succinct advice with news about your most popular restaurant, favorite hiking trail, upcoming charitable event, or a great podcast you want to share. End each newsletter with a message that encourages connections. I don’t know what will trigger the other person’s reaction.
No matter how you choose to connect and stay in touch with your clients (and potential clients), the most important thing to remember is to come from a trusted place. Your sincere care and concern is always contagious and makes a big difference.
