Educate Your Customer's
I am truly amazed at how many times I've heard stories from other Realtor's about how disloyal their customer's are. Unfortunately they might be part of their own problem??
Please keep in mind that for most of your customers this is most likely a one time deal for them. They really have no clue how the system works and you can save a lot of grief by spending a little time in "educating" them across the board. Here are some talking points that I make sure and cover:
Our business is all about relationships. I have been doing this for 18 years and still hear from customers from over a decade ago. Some of them were productive and some honestly weren't so much. Case in point you never know when someone will be back looking to buy and or sell and they remember how hard you worked for them in the past.
Please keep in mind that for most of your customers this is most likely a one time deal for them. They really have no clue how the system works and you can save a lot of grief by spending a little time in "educating" them across the board. Here are some talking points that I make sure and cover:
- If you are working with a buyer that you are working for them essentially for free and that you are compensated in most cases by the sellers. The sellers have a listing contract with their Realtor/Brokerage and the commission is already established within that agreement. So there is nothing to be gained by going around you directly to the listing agent.
- You need to establish a "relationship" with you're customer. This helps establish loyalty. Through working with them merely share how you are compensated and without whining about it make sure they understand that this is how you make a living. I often ask the client if they would go to their job for free. And again I caution that you have to time that interjection as well be careful in the presentation
- The biggest thing is to provide exceptional service and communicate with the customer. Nothing is worse than hearing from a customer "I never hear from my Realtor"
Our business is all about relationships. I have been doing this for 18 years and still hear from customers from over a decade ago. Some of them were productive and some honestly weren't so much. Case in point you never know when someone will be back looking to buy and or sell and they remember how hard you worked for them in the past.
BROKER RICHARD CASTRET
863-640-3127
"Hard work has it's Rewards!"
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