As I was conducting interviews for an article recently I had the chance to speak to at least a half dozen real estate agents about how they deal with clients throughout a real estate transaction. I was struck by how great they all are at connecting with their clients on a personal level. After all, business is personal, companies are made up of people, real estate transactions are made up of people. Talking with them was such a great reminder that in this day and age of digital communication, CRM databases, and large corporations behind it all are individuals, people, like you and me that are working hard to realize our dreams.
What I took away from those conversations with the brokers were a few great tips on how to deeply connect with people as individuals on a personal level in order to build a strong business relationship as a trusted advisor. Here are three of my takeaways:
- Listen – Most people just want to be heard, to be understood, and to have what they say matter to someone else. The agents I spoke to make a point of taking the time to listen to clients and ask meaningful questions. They told me this is how they build strong, lasting relationships with clients. Too often we speak more than we listen and fight to get our point or our message across while trampling on a client’s or prospect’s need to be heard. When we practice active listening we have a better chance of building that trusted adviser relationship.
- Look – The brokers I spoke to are also skilled at looking for clues and keeping their eyes open to issues that may potentially derail a deal. And their sensitivity extends way beyond whether the kitchen is updated. They all are able to focus in on relationships between their clients, be it a husband and wife or parents and children, to see what road blocks may pop up to throw a wrench in the process. They are able to keep all sides moving toward the mutual objective of a successful closing. I also learned from them that sometimes it’s necessary to sensitively, yet honestly uncover and bring to light those potential issues. It’s the right thing to do and shows you care for your client and the working relationship.
- Counsel – The agents I spoke to seem to be great counselors, helping guide clients through the convoluted, potentially difficult and confusing path to a successful real estate closing. Likely few clients truly understand how much an agent’s steady hand and calming voice are worth as they lead a family through the endless labyrinth of decisions, documentation, inspections, and negotiations to reach the objective of a successful closing.
I was certainly inspired and instructed by the agents to be a better listener, take care to connect with the people I work with as individuals, and take all of that information to be a better counselor and guide.
If you would like to connect more effectively with your network using social media, check out my Keep-In-Touch Plan, an easy-to-use guide designed specifically for real estate and mortgage professionals. And if you struggle with social media, marketing, or creating content, I may be able to help. I would love to listen to you and help you put your brilliance into words to better connect with your network and grow your business! Until then!
Cheers,
Melissa
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