Part of knowing your audience as a realtor is anticipating what they need and expect from your services. Without considering the common needs and expectations of your real estate clients, you could be underperforming and risk losing their business. How do you anticipate their needs and go beyond delivery?
Here are nine things your real estate clients expect from you as a real estate professional:
1. Be available
If your customer needs to reach you by cell phone or email, your setup should alert you as soon as they call or text you so you can respond quickly and efficiently. Even if you can’t give them the answer right away, it’s best to set up an auto-reply to let them know you got their message. The truth is, we all want to be heard and no one wants to sit around all day waiting for an answer. So take the appropriate steps to make sure your customers don’t feel ignored.
2. Schedule multiple open houses and follow-up meetings
If you don’t invite your clients to open houses often, how do you expect them to buy a house anytime soon? If your client is interested in a property, schedule an open house for them as soon as possible. This also includes similar listings, any off-market properties, or similar properties in other areas that your client may or may not have considered. Sometimes your client will be pleasantly surprised by options they haven’t considered. Be proactive and diligent in finding your client their next home.
If time and schedules are tight, consider walking your customer through the listings via FaceTime, pictures, videos, virtual tours, or anything that will remove any impediments to how you serve your customer.
3. Be educated in the market
Research, research and research! Your client will see you as the expert on their target market and areas of interest. Research the area thoroughly and read all market reports before meeting with your client to help guide your property search within their budget and home buying goals. You should be there to help clear up any mystery in your client’s search for a new home and reassure them that they are getting the best value for money.
4. Help get a client pre-approved for a loan
The home buying experience can be stressful, especially for first-time home buyers, but that’s why they hired a professional like you. To help make their process as seamless as possible, connect your client to a lender and get a mortgage pre-approved before browsing through hundreds of listings. This small step can provide you and the buyer with a clearer perspective of their budget and whether or not they are serious about the process. No matter how it goes, you will be prepared and it will save everyone time.
5. Have a defined marketing plan
Selling a property is not an easy task, which is why your client has entrusted you with his help. Be prepared to present your best marketing plan for selling their property during your first meetings. Your marketing plan should include best practices such as open house strategies, social media advertising services, photography, video or virtual tours, targeted promotional digital campaigns, and basic marketing campaign tactics.
This could be a red flag for your client if you aren’t very creative or familiar with the very tools that help sell homes. If you need additional help marketing your client’s properties or more information, don’t be afraid to consult with other real estate agents you know and trust.
6. Manage negotiations and close the deal
As successful real estate agents, your quick wit and negotiation skills are paramount when closing deals for your clients. Buyers or sellers will sometimes hesitate before accepting an offer with your client, so always prepare and anticipate any pushback. Consider potential concessions, solutions or compromises towards the end of the process. You may have clients who are shy or uncomfortable with negotiations, and they will look to you for help during this crucial time. Be ready to step in and help them close the deal!
7. Manage Inspection
As the buying and selling process winds down to the final stages, contact a local home inspector you trust, whose experience and expertise will identify every red flag during a home inspection. During a property inspection, you should also be present alongside the inspector to learn about the condition of the property and, if necessary, request price reductions or concessions from the seller.
8. Make closing day easier
Again, you are here to make buying or selling for your customer as successful and seamless as possible. Make sure all relevant documents are completed and signed, all monetary transactions are completed, and all keys and deeds are returned to the rightful owner. And don’t forget to congratulate and thank them for their business.
9. Recommend suppliers
Finally, you want to solidify your customer relationship by being there for them now and in the future. Recommend and offer to connect them with your trusted vendors for ongoing home maintenance and care services, including handymen, interior designers, pest control professionals, and more. Not only will your customer appreciate this gesture, but they’ll be more likely to recommend you to family and friends.
McKissock apprenticeship is the nation’s first online real estate school, providing continuing education and professional development courses to hundreds of thousands of real estate agents nationwide. As part of the Colibri Real Estate family of leading educational brands, McKissock apprenticeshipas well as its sister schools Real Estate Express, Real Estate School, Allied schools, The Institute of Luxury Home Marketing, Schools of the Côte d’Or, The Rockwell Institute and Hondas Education Group, helps real estate professionals achieve lasting success at every stage of their real estate career. Learn more about mckissock.com/real estate.