With the changes in the market, I’m sure we can all agree that real estate has gotten to be tougher than ever. For a time in our industry, we didn’t really need to sell; we were more like an order taker. No longer are we in the glory days of just having a person sign on the dotted line while the money rolls in! To be a successful real estate agent or broker in this time, we have to work hard to make sure we are understanding our client and their needs.
Getting to know our clients better is not a bad thing. Sales are BASED on relationships. A relationship gives our services a human touch. In the competitive landscape of real estate, understanding your clients’ needs are the key to building lasting relationships and closing successful deals.
Here’s some tips on the best way to understand what your client needs so that you can be an outstanding, high volume real estate agent or broker:
A Get-To-Know-You Client Interview Upfront Makes Understanding Easy
While the words we use with clients are important, what’s more important are the questions we ask. One of the best initial steps in learning to understand a potential real estate client is to conduct an interview. Not only do you gather essential information about their preferences, budget, and long-term goals, you conduct a conversation where the client feels seen and heard!
The “FORD” approach is always a great starting point.
- F- family
- O- occupation
- R – recreation
- D – desires
Use open-ended questions to encourage clients to share their thoughts, concerns, and aspirations. This not only provides valuable insights but also establishes trust and rapport, setting the foundation for meaningful relationships – and then a profitable partnership.
Don’t Forget To Keep Using Those Active Listening Skills After
Learning isn’t done after the interview! Active listening is a very important skill that can significantly improve your understanding of the client’s needs. This is very handy especially in the cases where the client may be uncertain about what they need or want themselves (this happens more than you’d think)!
During conversations, focus on what clients are saying. Ask questions. This demonstrates your commitment and helps you pick up on cues and preferences that might influence their real estate decisions.
Don’t Forget To Stay Informed About Local Trends
I’m sure none of you need to be reminded that real estate markets are dynamic, and sometimes the trends change quickly. Stay informed about local market conditions, pricing trends, and upcoming developments. This allows you to provide clients with valuable insights, and it also positions you as an authoritative and trustworthy advisor.
You Can Do This
We ARE in the business of sales, and our sales have a profound effect on our client’s lives. Understanding WHO our client is will ensure that we provide our client with the right advice and help them solve the problem of addressing their real estate needs.
The basis of all sales in ANY industry is providing a solution, but it definitely applies to our industry as well!
As always, our team is here to help yours. Reach out to us if you are looking for the best in real estate team or brokerage training.