Why should a Buyer or Seller choose you as their Realtor?

Ask any real estate agent the two most basic questions “Why should a customer choose to work with you?” & “What are your strengths?” and watch them squirm in discomfort. After a lot of mumbling and probably long stretches of silence, there is often get a standard response “I have been doing this for xyz years”. This would imply that the guy is a survivor and not necessarily an expert in his field.

Look around and you will find yourself competing with hundreds of realtors who are targeting a limited number of buyers or sellers. With such severe competition snapping at your heels, it is important to bring some strong points to the table that others lack.

When your customer places his trust in you, you should showcase qualities that will inspire confidence.

Highlight your abilities

When you meet with a prospective customer, go ahead and showcase a specific skill set you possess. Do not assume that since you have been a realtor for ages, it isn’t necessary to do so. Focus on your negotiation skills if you have a sales background to boast of and this is bound to impress your clients. Showcase your cool head and easy temperament which may be required during stressful situations that may arise during the sale/purchase. Use your past work experiences to build a powerful skill dossier your client will love to browse through.

Stay Updated Always

The real estate industry and its methods of conducting business are continually changing. A client expects his realtor to know and understand the intricacies of transacting a property. He depends on you to know all about property buying/selling, the legal documents and the registration process. Your client may have bought or sold the property a few years ago. You need to explain the changes that have happened since as the Indian Real Estate Market evolves all the time. In this manner, he will realize your knowledge level in this field and his confidence will grow. If you do not have the right answer, do not hesitate to say so but make sure you come back with one.

Be the Best version of yourself

While showcasing a property in person to a prospective client, ensure that the property has been cleaned and doesn’t have cobwebs or pools of rainwater. Any correspondence you have with the client should be business-like and well-written. Do not send random brochures and flyers to a client who is already in touch with you.

Pay attention to your grooming and dressing, especially while meeting a client the first time. A freshly-pressed pair of trousers coupled with a clean shirt is bound to make a better first impression than a casual outfit. The first impression you create will lay a good platform for business and you can expect a steady flow of references too from the client. Make sure your car has been cleaned from the inside and outside if you are planning to take your client around to showcase properties.

Give undivided attention to the client

That person sitting across the table is most important and there is no harm in making him feel so. He is a client and deserves complete attention from his realtor. When a client speaks, listen actively and respond to genuine questions and answers to the point. Listening is an essential skill one should practice since it can provide many clues and tips about the client’s state of mind.

Cell phones were supposed to simplify the way we communicate with each other but it has added a few challenges to our lives. Do not check messages while speaking to the client and take calls only if it is absolutely essential. 

Ensure proper follow-up

A lot of business opportunities are left unexplored due to the lack of follow-up from our side. Respond to a call or a message at the first opportunity if you are unable to attend to them if you are in a meeting or driving. If the property you have showcased to a client drops its prices, inform the client so he has another opportunity to make a decision. Follow-up is an art that is often ignored but can give rich dividends if done in a professional manner.

Place yourself in your customers’ shoes and ask yourself what kind of service you would like. Basic fundamentals like updated knowledge, attention to tiny details and genuine customer service will never go out of fashion and should be diligently implemented wherever possible. Deliver service that is peppered with such gems and you will remain at the top of your clients’ minds forever.