Selling real estate can be one of the most rewarding careers around. What other profession affords its members so many opportunities to become proficient in a variety of disciplines? Brokers and agents alike often find themselves wearing many hats during the course of a transaction. Aside from being a parent, I cannot think of many jobs that require the level of flexibility and expertise that real estate professionals do.
I frequently work with first time home buyers. They are my favorite to serve but often require a greater scope of expertise than a seasoned home buyer. As real estate agents, we must be prepared to adapt and deal with a variety of emotions, situations, and circumstances each time we meet a new client.
Keeping abreast of the changes in real estate law and with new ways to stream line business is something most of us do without thinking. Being skilled and informed in these areas is the key to achieving and maintaining a successful real estate business. However, we also need keep in mind the important role that our approach to each client plays and also be mindful of the importance that strong interpersonal skills play when working with people of all types.
Taking steps to learn and understand as much as we can about what makes each individual client tick often makes the difference between a successful close and a lead that drops of the radar. Listening to a client who may be afraid or unsure will go a long way towards them feeling comfortable with their decision to sell their home.
What approach works for one, will not work for others. The aggressive sales approach often will frighten a new buyer who is in the beginning stages of their journey. Letting the client dictate the pace and rate that information is disseminated is something that we all need to consider. Some clients do not want to be contacted immediately when a lead comes in. Others call every ten minutes with a question or concern.
Shifting our approach is not easy, but is a critical part of the equation. The range of people we encounter can vary from those who know everything to those who are clueless.
Being able to add the skill of discernment to successfully meet a client wherever they may be in their process is sometimes more important than having all the right answers about a home’s features or the steps involved with buying and selling a home. Remaining mindful of their needs is a sure fire way to keep buyers and sellers feeling confident in not only our abilities as agents, but in our abilities to relate to them on a personal level.
Agents who understand that the job is equal parts business operations, law, customer service, and psychology will be in an excellent position when their referral business begins to grow. Word about how we interact and our level of patience and understanding will get around. Creating connections with our clients does not mean becoming their therapist, or best friend. That is a completely separate blog.
It means doing everything we can in our power and scope to leave every customer feeling like they are the only one. It means holding their hand, offering guidance as the transaction moves along, and giving a high five at closing when the keys are handed over. Every effort agents make to this end will increase the chances that when they pass along your name to their friends and family it will be done with a smile on their face.