Agents who don’t prioritize clear and regular communication with their clients tend not to get glowing reviews (if they get any at all).
The importance of keeping your client up to date and documenting everything—as you work together toward a purchase agreement everyone can be happy with—cannot be over-emphasized.
Clients who feel like they’re being blown off or undervalued by their agent won’t use that agent ever again, let alone recommend them to friends and family.
You’re about to learn three indispensable strategies for communicating with clients to get the best results from every interaction related to their sale or purchase.
Each one of these strategies will challenge you. And each one requires commitment and a real investment in your client.
Let’s get clear on what that means and what you can do today to improve your communication habits, ensure your client’s satisfaction, and create real growth in your business.
#1 – Ask the right questions
Ultimately, this comes down to a ridiculous amount of communication in the transaction. Before we start looking for homes—or before we list the home—I want to be having this conversation.
Ask the right questions multiple ways and make sure they clearly understand.
- What’s the top of their budget?
- What are they willing to spend in this market?
- What are they willing to accept as a seller?
You need a game plan that you’re shooting for in this market. If you don’t, you’re going to make mistakes, somebody will be upset, and you don’t want that to be your client.
#2 – Get clear on what your client wants
When you’re communicating with your clients, the first thing is to clearly understand what your client wants out of this negotiation.
What is their outcome? Where are they trying to end up? Walk through every single scenario with them.
Talk to them as much as they need so that every scenario that could take place in this negotiation is discussed. This is a hard business. You’re going to spend hours communicating. I want you and the client to both be fully aligned on the outcome you’re trying to achieve.
The best way to do this is face-to-face, but you can do this on the phone as well.
#3 – Get a clear understanding of your client’s bottom-line number
With all the scenarios that could start to unfold, you need a clear understanding of what the bottom-line number will be—what your client will sell or buy for.
What number are they willing to walk away from, no matter what? Every client has to have a number that they’re walking away from. They have to have a plan before going in, or they’re just going to spend all their money.
What’s your bottom line?
Before you even start communicating with clients, you need to know your own bottom line as a real estate agent. Why did you go into this business? What outcome do you want?
If you can’t articulate clear and firm answers to those questions, you need to start having conversations with yourself—and, ideally, with a paid coach who’s invested in your success.
If you can’t invest in yourself, it’ll be much harder to convince your clients to invest in an opportunity that would benefit them in the long run.
How do you see your future as a real estate professional? And what steps do you need to take to create that future?
Make time to get clear on what you want so you can see more clearly what each of your clients want.
