As we all know, real estate is about relationships. It’s about building trust over a long period of time, and it is about providing information about a complex process to people that rely on us for sound advice at a stressful time. Here are a few things you can do to help foster the relationship.
Proactive Listening
Reading between the lines is an art that we all must master to fully understand what our clients and customers want and need to feel comfortable about their real estate decisions. What a customer or client does not tell us is as important as what they say to us. For example, if a person is considering a move but they are worried about not having a place if they sell their home, they can seem reserved or non- communicative. They may not engage with you because the thought can be so scary that avoidance is their best defense. This is why it is difficult to get some people to commit.
I am sure you will agree, this is a common concern for most people that are planning a back to back transition from one home to the next. Listen for the pause in conversation. Listen for the pensiveness in their demeanor and take this as an opportunity to ease off of the gas pedal, take some time, and discuss the process.
A good way to do this is to talk about another person’s experience. You can start with… “you know, this reminds me about a nice couple I met with last year that wanted to move across town to get closer to their new grandson. They had a house full of furniture and this was what we did to make sure they were safe from being homeless”
Dig Deeper
In addition to being heard, people like to share. Yes, we are here in a real estate relationship, and yes, we are here to discuss about buying and selling homes. And of course you know that building a friendship is one of real bonuses that we as real estate agents have. Consider using the FORD technique. When conversation start, use some proactive listening and take notes of important things outside of real estate. Like when their family comes up. When they mention something about work. Conversations turn to things that they enjoy. And even what they aspire to do.
When people feel they have been genuinely listened to, and appreciated for who they are and what they are all about, they will naturally tell themselves that you are their Loan Officer or Realtor for life…
