Real estate agent is an exciting career for people who enjoy working with others. Creating and maintaining relationships with clients is a big part of the job, one that starts with trust. But how do successful real estate agents build this trust?
Here are seven qualities that make a successful and trusted real estate agent.
1. Listen
Clients are wary of an agent who talks too much, and rightly so. If you’re doing all the talking, you may not be paying attention to what your client needs or wants.
Listening to your clients is essential to gaining their trust. It also helps ensure that you understand their unique needs. Asking questions can get more guarded clients to open up and help guide ones who are still working out exactly what they are looking for. Understanding exactly what each client needs can help you find the right property for them more efficiently, instead of wasting time by showing them listings that won’t work.
2. Communicate
Buying a property is the biggest purchase that many people make in their lifetime. It can be stressful, and not hearing from their real estate agent can make it feel worse for some clients. Keeping them in the loop throughout the process can help calm their nerves and keep their trust.
Touch base with your clients throughout the process, making sure they are aware of how the sale is progressing and of important deadlines. Even if a piece of information seems unimportant to you, it could be very important to the client. Communicating with them regularly could help prevent them from getting “cold feet” and backing out of a sale.
3. Be proactive
It’s not enough to just communicate with your clients, you should be proactive in doing it. If clients are calling you, then you’re likely not giving them enough information.
Your clients should be hearing from you, and not the other way around. Try to be the one to contact them first, anticipating their questions whenever possible. Real estate agents can’t afford to sit back and wait for business to come to them. That’s why you should also be proactive as you chase new leads and contact potential buyers.
4. Put your clients first
Real estate agents are held to a high industry standard. Putting your clients’ needs first is a big part of meeting these professional expectations.
Always think about your clients’ needs before you own. You are there to provide them with a service, and if they get a good deal, then you do too. Importantly, happy clients can lead to more business. Word-of-mouth referrals are one of the most important ways that real estate agents find new clients, so it’s in your best interest to do your best work for every client who comes you way.
5. Be adaptable
Every client is different, even if they are looking for the same type of property. How you relate to one client may not work with another. Just like life, you need to treat each client as an individual.
Adapting your approach can help you build a better relationship with each client. You may need to use different communication methods (phone, text, email, etc.), but also consider why someone is buying or selling. A couple looking for their first family home may be more emotional about the purchase then someone buying an investment property. How you relate to each client will likely be very different.
6. Know your stuff
Clients look to a real estate agent for professional knowledge and expertise. If you’re unable to answer their questions (or quickly provide the information that they need), they might look for an agent who can.
Real estate agents need to know more than just how to buy or sell a property. They must also be experts in the local area. Clients typically want to know what the neighborhood and community are like, whether it’s how heavy traffic is during rush hour or how good the local schools are. Having up-to-date information on the area you serve could help gain client trust and help you close more listings.
7. Protect yourself
No matter how careful you are, mistakes can still happen. If an error in your work causes a client to suffer a financial loss, you could be held liable. Often, clients want some assurance that if things don’t go to plan, you can afford to compensate them.
Errors & Omissions (E&O) insurance, otherwise known as Professional Liability, protects your business against claims of negligence, misrepresentation or mistake, as well as document or paperwork errors. A policy can provide important peace of mind to your clients and give them more confidence in your professional competence.
BizInsure makes finding E&O insurance for real estate agents easy and affordable!
