In most careers (but real estate especially) you will get nowhere without building relationships. They are the core of your business, obviously this is a people-to-people business so obviously no relationships = no sales. HOWEVER, it’s not just that. Without real connections, you’ve got no advertising, no feedback, and no mentors, let alone return business or referrals.. There is TONS of value in developing relationships with both clients and failed prospects. We’ve talked about building relationships before, but let’s talk about how to make those relationships last!
Tip #1: Be interested in THEM, not their money.
People can tell when you’re faking it and they definitely won’t trust you if all you want is their commission check. When you take the time to get to know them as people, listen to what their wants and needs are (not just in real estate but in life), and show genuine concern, they’ll start to trust you. (Once you’ve got their trust, you’ve got endless opportunities)
Tip #2: Be authentic.
Be yourself! People can see through fake interest and insincere compliments a mile away. If you’re not being genuine, people won’t want to do business with you OR refer you to their friends/family. Just be real, it’s that simple. If you don’t have genuine interest in real estate & helping others, you probably aren’t in the right field to begin with.
Tip #3: Express your gratitude.
People love being appreciated. It doesn’t have to be over the top, just a simple “thank you” goes a long way! Even if someone passed on your opportunity or gave some feedback that was less than positive- take it as an opportunity for growth and improvement. Expressing gratitude to your clients is necessary. You couldn’t do this without them!
Tip #4: Be helpful.
This one is a no-brainer BUT so many agents seem to forget it. Whenever you can, SHOW why you’re the best agent they could have hired. Go out of your way to guide them through this chaotic time. If they have a question, answer it (or find someone who can). If they need a referral, give them one. If they don’t know where to start, take the lead. Once they stop benefitting from your presence, they “won’t need you anymore”, so stay as helpful as possible for as long as possible (that goes for AFTER the sale too!).
Tip #5: Keep in touch.
This is probably the most important tip of all. Stay in touch with your clients! Send them updates on the market, check in on social media, congratulate them on milestones, etc. If you stay in touch with them and keep providing value, they’ll be MUCH more likely to return to you when it’s time to buy or sell (or refer their friends/family). The relationship doesn’t end on closing day!
Developing relationships is crucial in real estate, but making a couple friends won’t cut it. You have to intentionally work to build strong connections, but more importantly you have to maintain those relationships. Lifelong connections are what’s going to grow your business by huge margins. You have to be patient, but by following these simple tips, you can create a sustainable and successful business as a real estate agent.