The Essence Of Relationship Building In Real Estate
Monday, July 18, 2011
As being a real estate Agent, your success will depend on the class and sturdiness of the interactions you build along with your clients, and also the single way to create stable, enduring relationships is to provide exceptional, unparalleled service. Being an excellent Agent, you should lavish your clients with service that exceeds their anticipations - from the get-go and throughout a long business relationship.
The difficulty is that not all clients be expecting or want the identical kind of service. What constitutes first-rate service to one client may appear insufficient and even like overstatement to another.
It seems hard to see in your mind's eye, but an Agent may possibly sell a client's home in less than a week, at full price, and still possess a dissatisfied customer. This tends to be due to some action or oversight through the negotiation, assessment, or closing process that simply didn't match with the client's service expectations.
To evade service mismatches, learn each person's service anticipations by doing something that few Agents take time to do: Ask. Then put your findings to work by following these steps:
Realize every person's service anticipations. Before you enter a new prospect presentation, make it a rule to find out everything you can about what your buyers are searching for in an Agent and how they describe their excellent service.
Modify and personalize your service delivery. In your initial presentation and in following contacts - whether you're working to make the sale, service the client, build an after-the-sale relationship, or appeal a referral - check with your initial research and highlight the service perspective that every client finds imperative. Weave in the words you heard them use to classify great service. Highlight the communication points they explained as crucial service attributes. Allow them to know that you appreciate their wishes and are paying attention on exceeding their anticipations.
Not at all, get complacent. Don't suppose that, if your service falls rather short, your best clients will simply turn a blind eye. After that, by all means, don't think that if you are clients want more or better service they will say something to you. They won't, because they do not wish for the argument. They'd rather just disappear quietly and never come back.
I have met Agents who are victorious no matter their "my way or the highway" approach to service delivery. Besides specializing in customized service and long-term associations, these agents prefer to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of insistent prospecting and high-volume lead development. These real estate agents use a take-it-or-leave-it attitude about service. They practice what I name a fast-food hamburger joint philosophy: "We sell hamburgers and fries, and if you don't like hamburgers and fries, pick another restaurant." The dissimilarity, of course, is that the number of people who want hamburgers and fries is huge, and, if the fare is good, most customers automatically come back for more. The same is hardly correct in relation to homebuyers and sellers.
Just as one Agent, your prospect universe is proscribed, and your customers aren't apt to be repeat customers unless they are surely treated with the kind of unmatched, reliable, and custom-made service that turns them into clients for life.
The difficulty is that not all clients be expecting or want the identical kind of service. What constitutes first-rate service to one client may appear insufficient and even like overstatement to another.
It seems hard to see in your mind's eye, but an Agent may possibly sell a client's home in less than a week, at full price, and still possess a dissatisfied customer. This tends to be due to some action or oversight through the negotiation, assessment, or closing process that simply didn't match with the client's service expectations.
To evade service mismatches, learn each person's service anticipations by doing something that few Agents take time to do: Ask. Then put your findings to work by following these steps:
Realize every person's service anticipations. Before you enter a new prospect presentation, make it a rule to find out everything you can about what your buyers are searching for in an Agent and how they describe their excellent service.
Modify and personalize your service delivery. In your initial presentation and in following contacts - whether you're working to make the sale, service the client, build an after-the-sale relationship, or appeal a referral - check with your initial research and highlight the service perspective that every client finds imperative. Weave in the words you heard them use to classify great service. Highlight the communication points they explained as crucial service attributes. Allow them to know that you appreciate their wishes and are paying attention on exceeding their anticipations.
Not at all, get complacent. Don't suppose that, if your service falls rather short, your best clients will simply turn a blind eye. After that, by all means, don't think that if you are clients want more or better service they will say something to you. They won't, because they do not wish for the argument. They'd rather just disappear quietly and never come back.
I have met Agents who are victorious no matter their "my way or the highway" approach to service delivery. Besides specializing in customized service and long-term associations, these agents prefer to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of insistent prospecting and high-volume lead development. These real estate agents use a take-it-or-leave-it attitude about service. They practice what I name a fast-food hamburger joint philosophy: "We sell hamburgers and fries, and if you don't like hamburgers and fries, pick another restaurant." The dissimilarity, of course, is that the number of people who want hamburgers and fries is huge, and, if the fare is good, most customers automatically come back for more. The same is hardly correct in relation to homebuyers and sellers.
Just as one Agent, your prospect universe is proscribed, and your customers aren't apt to be repeat customers unless they are surely treated with the kind of unmatched, reliable, and custom-made service that turns them into clients for life.
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