As a real estate Agent, your victory will depend on the standard and sturdiness of the interactions you build together with your clients, as well as the single means of building stable, permanent interactions is to give outstanding, first class service. To work as an impressive Agent, it’s good to lavish your clients with service that exceeds their expectations – from the get-go and throughout a long business relationship.
The dilemma is that not all clients look forward to or want similar sort of service. What constitutes admirable service to one client might seem deficient or just like too much to another.
It looks hard to imagine, but an Agent may perhaps sell a client’s home in lower than a week, at full price, and still possess disappointed client. This will be due to some action or oversight in the negotiation, inspection, or closing process that simply did not match with the client’s service expectations.
To evade service mismatches, learn each person’s service anticipations by doing something that few Agents take time to undertake: Ask. Then put your findings to work by following these steps:
Understand everybody’s service expectations. Before you go into a new prospect presentation, make it a rule to understand everything you possibly can about what your prospects are searching for in an Agent and how they define their excellent service.
Modify and personalize your service delivery. In your initial presentation and in following contacts – whether you’re working to make the sale, service the client, build an after-the-sale relationship, or appeal a referral – check with your initial research and highlight the service perspective that every client finds imperative. Weave in the words you heard them use to classify great service. Highlight the communication points they explained as crucial service attributes. Allow them to know that you appreciate their wishes and are paying attention on exceeding their anticipations.
Never get complacent. Do not think that, if your service falls fairly short, your best clients will simply turn a blind eye. Next, by all means, do not believe that but if your clients want more or better service they will say something to you. They will not, because they do not fancy the confrontation. They would rather just go away softly and never come back.
I have met Agents who are victorious no matter their “my way or the highway” approach to service delivery. Besides specializing in customized service and long-term associations, these agents prefer to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of insistent prospecting and high-volume lead development. These real estate agents use a take-it-or-leave-it attitude about service. They practice what I name a fast-food hamburger joint philosophy: “We sell hamburgers and fries, and if you don’t like hamburgers and fries, pick another restaurant.” The dissimilarity, of course, is that the number of people who want hamburgers and fries is huge, and, if the fare is good, most customers automatically come back for more. The same is hardly correct in relation to homebuyers and sellers.
Just as one Agent, your prospect universe is proscribed, and your customers are not suitable to be repeat customers unless they are treated with the kind of beyond compare, steady, and modified service that turns them into clients for life.
Another great article by Saddleridge Properties. This article, Establishing Quality Relationship In Real Estate is released under a creative commons attribution license.
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