JP Piccinini with JP & Associates shares how embracing change has led to his real estate success.
The real estate industry always goes through cycles. Piccinini remembers the day of MLS books, and the fear that was caused when MLS moved online. Through it all, he has stayed positive and continued to grow his business.
In order to stay relevant during changing times, Piccinini warns “we have to focus on the main thing. The main thing is what do clients want? We, as agents, share our duties to look after them while helping them solve their needs.”
Realtors provide a valuable service to their clients during one of the biggest moments in their life. Buying or selling a home is often accompanied with a life change. Being empathetic and making the transition as seamless as possible is something only an agent can provide.
How can you serve your clients in the best way possible? Do you nurture every lead and client from beginning to end?
Here are five tips to cultivate a better relationship with your clients:
- Find their “why”. Why are the selling/buying? What is their goal? Make it your goal to help them achieve that.
- Under promise and over deliver. If you think you can get the contract done in two days, but you know for sure you can in three, promise three. We know that things don’t always go as planned, and it’s not always the agent’s fault, but remember that your clients are most likely keeping track of how long the process is taking. If the ball is in the listing agent or mortgage companies hands, let your client know.
- Over communicate. It’s important to remember that you do this every day, your client does not. This is a big deal to them. Especially if it’s a first time home owner. Communicate with your client in layman’s terms and help them understand the process.
- Have your office, or yourself, follow up with each client after the transaction. Ask if they had any frustrations along the way or what they particularly liked. Use this constructive criticism to better the next transaction.
Stay in touch. There are so many reasons to keep the relationship going. If the client had a good experience, they are also more likely to refer you to friends/family if you stay fresh on their mind.