Part of knowing your audience as a real estate agent is anticipating what they need and expect from your services. Without accounting for the common needs and expectations of your real estate clients, you could be underperforming and risk losing their business. How do you anticipate their needs and go above and beyond with delivery?
Here are nine things your real estate clients expect from you as their real estate professional:
If your client needs to contact you via cell phone or email, your setup should notify you as soon as they call or text you so you can respond quickly and efficiently. Even if you can’t get the answer right away, it’s best to set up an automatic reply letting them know you’ve received their message. The truth is, we all want to be heard, and no one wants to sit around all day waiting for an answer. So, take the appropriate steps to ensure that your clients do not feel ignored.
2. Scheduling multiple open house appointments and follow-up meetings
If you’re not getting your clients into open houses often, how do you expect them to buy a home anytime soon? If your client is interested in any property, schedule an open house appointment for them as soon as possible. This also includes similar listings, any off-market properties or similar properties in other areas that your client may or may not have considered. Sometimes your client will be surprised by the options they didn’t consider. Be proactive and enthusiastic about finding your client’s next home.
If time and schedules are tight, consider walking your client through lists via FaceTime, images, video, virtual tours or anything that removes any obstacles in how you serve your client.
Research, research and research! Your client will look to you as an expert on their target market and areas of interest. Thoroughly research the area and read any market reports before meeting with your client to help guide your property search within the confines of their budget and home buying goals. You should be there to take any mystery out of your client’s search for a new home and make sure they are getting the best value.
4. Help a client get pre-approved for a loan
The home buying experience can be very stressful, especially for first time home buyers, but that’s why they hire a professional like you. To help make their process as seamless as possible, connect your client with a lender and secure a mortgage pre-approval before reaching hundreds of listings. This small step can give you and the buyer a more accurate perspective on their budget and whether or not they are serious about the process. No matter how it happens, you will be prepared and it will save time for everyone.
5. Have a defined marketing plan
Selling a property is not an easy task, which is why your client entrusted you with helping them. Be prepared to submit your best marketing plan to sell their property at your initial meetings. Your marketing plan should include best practices such as open house strategies, social media advertising services, photography, video or virtual tours, targeted digital promotional campaigns and grassroots marketing campaign tactics.
It may be a red flag to your client if you are not very creative or knowledgeable about the tools that help sell homes. If you need additional help marketing your client’s property or more information, don’t be afraid to consult with other real estate agents you know and trust.
6. Handling negotiations and closing the deal
As successful real estate agents, your quickness and negotiation skills are critical when closing deals for your clients. Sometimes buyers or sellers will hesitate before accepting an offer with your client, so always prepare and anticipate any pushback. Consider possible concessions, solutions or compromises towards the end of the process. You may have clients who are nervous or uncomfortable with negotiations, and they will seek your help during this critical period. Get ready to step in and help them close the deal!
As the buying and selling process enters its final stages, contact a local home inspector you trust, whose experience and expertise will identify all red flags during a home inspection. During a property inspection, you should also be there with the inspector to be aware of the conditions of the property and, if necessary, ask the property seller for any price reductions or concessions.
Again, you are here to make your client’s purchase or sale as successful and seamless as possible. Ensure that all relevant documents are completed and signed, that all monetary transactions are completed, and that all keys and deeds are turned over to the rightful owner. And don’t forget to congratulate them and thank them for their business.
Finally, you want to secure your client relationship by being there for them now and in the future. Recommend and offer to connect them with your trusted vendors for ongoing maintenance and home care services, including handymen, interior decorators, pest control professionals, and more. Not only will your client appreciate this gesture, but they will be more likely to recommend you to their family and friends.
McKissock Learning is the nation’s leading online real estate school, providing continuing education courses and professional development to hundreds of thousands of real estate agents across the country. Part of the Colibri Real Estate family of premium education brands, McKissock Learning, along with its sister schools Real Estate Express, Superior School of Real Estate, Allied Schools, The Luxury Home Marketing Institute, Gold Coast Schools, Rockwell Institute and Hondros Group Education, helps real estate professionals achieve sustainable success throughout every stage of their real estate career. More information at mckissock.com/real-estate.
