Would your clients describe you as a memorable agent? What is it about you that attracts buyers/sellers? There are a number of characteristics that prospects look for when choosing an agent. Let's take a look at what it takes to shine and leave a lasting impression on your clients.
Although some prospects will gravitate toward an agent who has high-energy and is aggressive, others will be more attracted to a laid back agent. No matter your personality, you need to come across as hard-working, extremely knowledgeable about your field, cooperative, sincere, enthusiastic and have great social skills.
Even if you possess all of these traits, a prospect needs to feel like they are making a connection with you, otherwise, they will move on to another agent. If you find this happening to you more often than not, you might want to reevaluate how you're handling prospects. One key factor is to listen to their needs, repeat what they say and find a way to accommodate the needs. So besides having a good personality, good listening skills are key to building trust between you and your client.
The way we communicated with clients 10 years ago is much different than the way we communicate today. As an example, these days we tend to share new listings via text. New clients may prefer texting, but older and returning clients may prefer email updates and phone calls. Ask clients what form(s) of communication works best for them and oblige.
Even the way homes are photographed has changed and needs to be communicated when selling a home. Using a drone to shoot an overhead photo of a home may be new to some sellers and bit unsettling, while others may embrace it. Knowing how to communicate how these changes can be beneficial in today's market, will leave them feeling reassured and confident in your abilities. Good communication will leave a lasting impression on your clients.
Honesty & Integrity
The most important part of your personality should be honesty and integrity. If you do things that aren't on the up-and-up, you're setting yourself up for a short career. Consumers will quickly figure out if you are making up things to temporarily appease them or to make yourself look better. Suggesting there are plenty of homes on the market within the buyer's price range when there are very few options, making promises you cannot keep, or talking poorly about other agents, leads prospects to lose trust in you. It's best to be upfront and honest.
It's important to be unselfish and cooperative when serving clients. Accommodating the needs of buyers/sellers, by putting their needs first, goes a long way. For instance, offer suggestions to sellers for minor and major repairs, staging options, a customized marketing plan, etc. Help buyers find the best house at the best price, help them negotiate the contract, walk them through the closing process, etc. All of this leads to goodwill and clients who are happy to share their experiences with their friends and family.
In today's day and age, the majority of consumers start their home search online, but they aren't simply searching for homes, they're also searching for a real estate agent. Besides your website, have you looked at popular national sites that feature real estate agent reviews?
With the younger generations, like Generation Z, who were basically born with cell phones in their hands, they research everything including your reputation. They will look at online reviews and talk to their friends and relatives to learn more about you. They are quick to rule out any agent with negative online reviews, and they aren't afraid to tell their friends to do the same.
To ensure you have positive reviews online, encourage your clients to post reviews on popular websites, including your own, following the sale or purchase of a home. This is the way many younger prospects will decide who they want for their agent, that and word-of-mouth. One more reason to make a good first impression and a lasting impression with prospects and clients.
When it comes to being a memorable real estate agent, let your personality shine through, practice good communication skills, work with honesty and integrity and be accommodating. After you close a sale, have your clients post reviews online to leave a positive impression on future buyers/sellers. Your reputation will proceed you, and a good reputation will lead to a long and successful career.