In the real estate business, successful communication and planning are the key to a good relationship and repeat business in the future. Regular communication with a client can build trust and confidence among buyers and while agents who are not good communicators may end up with dissatisfied clients. Since repeat business is welcome to boost earnings, a realtor wants to know how to keep clients happy. In addition to learning how to deal effectively with clients, real estate continuing education is necessary to be relicensed by the Board of Realtors, and planning ahead is a good idea.
Know the Personality Type of Your Client
During your first meeting with a potential client, you have the opportunity to get to know his or her personality. By being observant, you can learn a lot. While some people are direct communicators, others may be emotional, talkative or analytical. Your conversations with a direct communicator can be straightforward. Emotional people are those you more or less have to read since the correct property has to strike a chord with which they feel a certain connection. Analytical types want statistics and facts, such as the distance of a commuter route, nearby schools and activities. Direct types want facts and figures and may base their decision on need, practicality or ability to build equity. By knowing what it most important to them, you can direct them to properties that might prove of interest.
Don’t Assume the Buyer or Seller Knows What They Are Doing
While some buyers and sellers are not new at it and are familiar with what happens when an individual buys or sells a property, others may be completely innocent about the process, the added costs and other factors that go into a house sale or purchase. Explaining how this process works in your area so that you are sure the client understands helps to avoid frustration later and an angry client.
What to Explain to the Seller
Tell your seller what happens when the house goes up for sale while searching for a new home, such as placing the home in the MLS, putting up signs and perhaps putting on a lockbox if the house is empty. Explain what is involved when a bid is submitted and how the sale proceeds from there.
What to Explain to the Buyer
Explain what disclosures are, escrow accounts, the paperwork that has to be filled out, what is expected at closing and the different fees paid by buyer and seller, including the realtor fee. If certain inspections are required, such as for radon or termites, don’t forget to mention them, or they could come as an ugly surprise. Never assume that clients know the ins and outs of buying a property.
Keep in Touch With Clients
This is a pet peeve of those who are both selling and buying a home. While buyers are more likely to be proactive in finding a property they like, they should be kept in regular communication with you. One good idea is to ask how often they would prefer for you to communicate with them, even if nothing is going on at the time. In addition, if you are showing properties, ask the buying client for feedback on why he or she is not interested. This helps to narrow the range of properties for buyers.
Keep Communication Lines Open
Most people have a preference in whether they remain in communication via phone or email. While younger persons may prefer text messages or email to communicate, older clients may prefer communicating by phone. For those who prefer a phone conversation, it can be a good idea to follow up with an email to ensure that there is a record.
Real Estate License Continuing Education
Just as learning to communicate as a realtor is important, so is keeping up with your continuing education so you aren’t rushed. PDH Academy offers continuing education courses in real estate online or correspondence where you can study at your own pace in the comfort of your home. We also have discounts for groups, are approved for multiple states and send you a completion certificate when you pass the exam. Contact us for more information or to get started.