Suppose we have two imaginary Realtors: Realtor “A” and Realtor “B”.
“A” closes many Real Estate deals with different clients who are never contacted after closing the sale.
“B” has ongoing relationship with select few clients who bring repeat business via referrals.
“A” exemplifies quantity sales; while “B” exemplifies quality sales. Which method would you prefer?
No Pain No Gain!
As the saying goes “No pain no gain”. Cultivating quality sales takes time but it pays off as you start getting massive referrals effortlessly.
So how can you become a quality Real Estate salesperson?
Become A One-Stop-Shop For Your Clients!
As you get to build a relationship with your prospects, try to have a crystal clear understanding of their problems and concerns. In fact, there are some problem defining questionsthat you can use in order to ensure you are on the right track.
Being a one-stop-shop for your customers means offering holistic solutions to their problems, even the ones beyond your specialization as a Realtor.
For example, if after conversing with a home-buyer, you felt they are having financial issues, you may recommend a financial advisor to them. They will be grateful for your selfless act and you will instantly become their trusted advisor.
Pay It Forward!
You can also get quality sales by building relationships with businesses that offer services to your target market.
Going back to the example above, financial advisors can refer quality customers to you. In fact, you can have a cross-referral agreement with them.
However, I always recommend people who want to create these types of partnerships to pay it forward.
In other words, start by sending a referral to a lawyer or a financial advisor. Then (and only then!), you may ask them to send clients your way. They will be more than happy to reciprocate.
Stay Memorable To Your Customers
Social media is a great place to stay in touch with clients in a subtle, non-intrusive way.
Strengthen your bond with customers/prospects by sending them greetings on special occasions and be readily available to answer any questions they raise via social media.
Here is a great tip for you: create a private Twitter list for your customers and check it on regular basis. When the time is right, jump in and show them that you care!
I was so deeply touched and moved when I saw a blog post by a Realtor who visited her recently widowed client last Christmas and brought her homemade cookies. That’s the kind of customer relationship you should strive to cultivate.
Dig For Commonalities!
In his outstanding article Determining Your Market Segment Aaron Eden, Garious founder, recommended defining your ideal customers based on the things you enjoy doing.
If you look for clients who have the same passions and hobbies as you do, then striking a conversation with them will be easy and maintaining an after-sales relationship will be easier!
For example, if both of you enjoy playing tennis, you can play together regularly.
This way, you ensure staying memorable to your customers and they will be happy to refer new clients to you.
Testimonials! Testimonials! Testimonials!
As an added bonus, having solid relationships with customers makes asking for a written testimonial super-easy.
Even better, your tennis partner wouldn’t mind giving a video testimonial to his pal. Are you starting to see the value of aiming for quality sales?
Garious on-Ramp free e-book touches upon these issues in full details. Make sure to sign up and contact us to be featured in the book and/or blog.To your success!
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