Realtors® fall into one of two categories:
relationship-based, or transaction-based. The difference is, clients *want* to
work with one type, and run from the other. According to our own data, only
about 11 percent of clients will use the same Realtor® to sell their house as
they used to buy it.
When Realtors® send regular newsletters to their clients after they close a deal, that same number increases to about 17 percent. Think what could happen if you fostered that relationship even more.
It’s time to stop being a transaction-based Realtor®. Instead, invest in building relationships and watch the referrals and recurring
clients roll in.
Habits of a transaction-based agent (a.k.a. what not to do):
- Drops all communication once the home-buying process is complete.
- Is closed off, rarely available, hard to reach.
- Holds strict and narrow contact hours and
refuses to communicate through creative channels like social media.
- Asks pointed and leading questions that steer
clients into looking at homes that are over budget or do not match up with their wish list.
- Knows only generic and basic information about clients, their families, their lives, and their dreams.
- Gives up on pickier clients or indecisive clients, or tries to talk clients into houses they are not excited about.
- Hinges conversations around numbers.
Habits of a relationship-based agent:
- Contacts and follows up with clients throughout the entire process, including after a purchase is made.
- Gets to know clients on a personal level.
- Communicates through channels and at times that is convenient for the client.
- Listens more than he or she speaks.
- Builds trust.
- Allows clients to steer the conversation and responds with appropriate ideas and suggestions.
- Interprets clients' desires by asking thoughtful questions.
- Takes note of clients’ personal style as it pertains to a home, and guides with that in mind.
- Keeps a positive attitude.
- Never rushes through the process of home buying,
even with picky or challenging clients.