If you asked potential buyers if they want to be in complete charge of the entire buying process, they'd most likely say yes.
But that's not 100% true. They need our expertise. You can't go into deals thinking of yourself as just the facilitator of the process, not wanting to overrule or step on your client's toes. You may think you are doing right by customers, it's not doing any favors.
You need to let the customer know that you are the expert and are the one that's going to find the solution to any problem that comes up. If you have their trust , then they will want you to make decisions for them. Customers want and need a strong and consistent leader.
Don't Let Them Forgot Who The Expert Is (But Don't Go Overboard With It)
This is not an industry where the customer is always right. If you have to meet every demand and request that the customer has, it's not going to be a good experience 99% of the time. Clients spend enough time constantly searching for houses they are interested in.
When they are confident that you have everything under control, it takes off pressure. Leadership builds certainty. Your goal to each client should be to provide value that is worth more than your commission.
It shouldn't be hard to find out what your clients are unaware of, then you can really demonstrate your value.
Control The Flow of Each Visit and Meeting
This doesn't mean that you should be the only one talking during your meetings. But it does mean that you need to ask them questions in order to listen and hear the responses and information you need to get.
This is going to help you both make sure the meeting goes and ends up in the place it needs to be. Holding back information, advice, and opinions won't benefit customers.
Introducing Clients to Neighborhoods
Walk Them Through As Much As You Can
Do this as opposed to driving them the whole time. This offers you a chance to check out things really close to where they are looking, and gives them a much better feel of the area than a car ride would. It lets them judge what's within biking or walking distance and gives them a chance to see surrounding roads and assess the noise and smell of a neighborhood.
Visit A Few Times
Take a tour through the area with you client at different times during a week, so they get the full feel of it. Go during one morning and an evening. Take them during a weekday and a weekend. It could seem really calm and quiet during the week, but it may not be like that during the weekend.
This is really most important to families with kids, so they can check out how kid-friendly it is.
Talk To Some of the Neighbors
This is how your clients are probably going to receive the best insight about some of the details of the area. Don't be afraid to knock on a few doors and ask some questions. The direct neighbors may know details about the condition of the house throughout the years.
Joe Nickelson is a real estate professional dedicated to helping home buyers and sellers achieve their dreams of owning property, and helping real estate agents stop using the sometimes-vicious tactics that weigh on their consciences. He believes that the Smart Agents books will, quite literally, change people’s lives for the better. Check out his full bio here!
