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News
How to build trust with the real estate client?
“
24
DIC
How to build trust with the real estate client?
How to build trust with the real estate client?
• How to gain the trust of your customers?
• Personal impression: how to be a more reliable real estate advisor?
• Product or service: work on the trust of customers
• Brand: build confidence in your real estate agency!
• How to gain the trust of customers before selling?
Whether in the real estate industry or in any other field where a product or service is provided, building trust with clients is crucial. If a person does not have a minimal sense of security, it is unlikely that they will buy or give something of value to another person, much less when we talk about goods. To answer this question, how to build trust with real estate clients? We can look at what Jordan Belfort explains in his book The Way of the Wolf. In it, he proposes a trust scale from 1 to 10, where 1 means that a client would never want to do business with you and 10 means that they do not doubt your work. To increase this number, the author proposes three areas that you should pay attention to, which we explain below.
Personal impression: how to be a more reliable real estate advisor?
We tend to make judgments very quickly and in a matter of seconds we can see what kind of person the other person is. Imagine, what would a client think of us if we showed up late and disheveled to a property appraisal? This certainly does not build trust. That is why it is so important to pay special attention to the impression we make on others on a personal level. To give a good image, we must pay attention to these details: Punctual: Arrive on time, even a little before the agreed time. Dress Code: Dress elegantly and in good condition, presentable and subject to availability. A real estate agent must be: Calm, polite and friendly with clients. Security: If you do not show confidence in yourself, how can a third party do it. Listen: Speak only what is necessary, listen to what customers express and attend to their needs. Respecting these points makes all the difference and has an immediate impact on customers, creating a sense of trust.
Product or service: work on the trust of customers
We must present our services or products in a way that is reliable, clear, honest and always responsive to the needs of our customers. To develop it better, we can divide the explanation into the following two parts: Product: When selling a property, we must be able to explain each and every one of our clients' concerns, trying to highlight the good points of the property without Hide your bad points. It is not advisable to lie. In addition to being morally wrong, it will cause problems in the future, and if the client finds out about this, he will lose all respect and trust in you. Service: We must demonstrate to our clients why hiring our services is the best option for them. To show you ways in which we have given you a better job than our competitors and explain specifically how we will achieve those results.
Develop your brand and build trust in your real estate.
Conveying trust from our brand may be the most difficult thing to achieve, but at the same time it is what can bring the most results on a large scale. When a brand is renowned and many people know about it, it is not usually questioned.
To work on this aspect we must develop our branding. In addition to including the name, aesthetics, and logo, among other things, it must contain something that shows part of the identity of our business. Our brand must not only promise an excellent service, but must also effectively offer it. To improve this aspect and generate confidence in the real estate sector, we recommend delving into these areas:
• Marketing
• Digital marketing
• Graphic design
How to gain the trust of customers before selling?
You have already seen the three factors that must be kept in mind with the client to gain their trust: personal impression, product or service, and brand. Let's focus then on how to improve the relationship with potential buyers to generate security for them.
The greatest contact you will have with clients are property tours, which is why it is essential that you have a minimum quality standard in your face-to-face visits. This includes what you should do before and during the visit:
• Before: investigate and find out the data that the client may consult. Arrive before the customer. Prepare the property for viewing.
• During: be cordial and kind. Be silent and share information only when the client asks for it. Show interest and it is always recommended that you do not approach the situation as if it were just a sale. Keep in mind that this is usually an important time for people.
How to be a trusted real estate agent?: Share weekly statistics with your clients!
Now let's see what to do with people interested in selling your property. Everything is about making the client feel that we are the best option to get their sale. For that, we must show him everything we were doing to achieve it.
If the salesperson knows how you are progressing with the sales job, they will surely feel more confident. To reach this goal, the best strategy is to send weekly statistics. It consists of sending once a week, to all the clients to whom you are marketing a property, a video, message or call, where you explain what happened in relation to the sale of their property.
Sharing these advances will allow you to argue with the seller about the two points that can reduce the chances of selling: marketing and price.
If a property does not sell, it may be because the commercial strategy is not working or the price is too high. When the client knows this information it is easier to reach an agreement to modify these issues.
In the weekly statuses you must include two aspects: the reactive beta, where you show what happened with the publication of the property itself, and the proactive one, where you indicate what actions you are taking to get the sale.
BETA REACTIVE: explain to the seller how his sale is going!
In this case we must analyze the data that comes to us once we publish the property. For that we are guided by the promotion funnel, made based on the statistics of our business.
With this funnel we try to see how the posts we make work: how many visits to the publication go to do the virtual tour, how many become inquiries and then visits, until reaching a reservation.
Let's imagine that these are the statistics of our real estate agency: with 100 visits to the publication we get 50 virtual tours, which are transformed into 25 inquiries, getting 10 face-to-face visits, to finally reach 1 reservation. In that case, based on the average, we need to reach 100 views on a post to reach 1 booking.
Using the reactive beta we can explain to the client how long it will take to sell the property. Receiving 1 visit a day we need 100 days to sell it, in the same way that having 2 visits per day would take half as long.
Taking the last example, if we promised the client to sell the property in 4 months (120 days), we should carry out some strategy to quickly increase the visits we receive in the publication if we want to meet the agreed deadline.
PROACTIVE BETA: How to leave the customer alone?
In the Proactive Beta we must explain to the client what actions we carry out in the week to get the sale. To be able to say it, it is necessary that we have actually done something, which is why we recommend that you carry out at least one of these proactive actions on a weekly basis:
• Find listings for similar properties, contact fellow real estate agents in charge of them, and ask them to share your property information with their clients.
• Put advertising in the mailbox to all the neighbors of the property for sale.
• Publish the property in facebook groups.
• Renew the publication on the sales portals by changing something (cover, photo, title, video, etc.).
• Chat with area merchants to see if they know anyone looking to buy a property.
• Paste posters in nearby businesses with a large influx of public.
• Create special brochures for the property.
• Do geographic farming (talk to all the porters or managers in the area asking for potential customers).
• Pay advertising for social networks.
• Create content for social networks that grows organically (without paying for advertising).
• Offer the property one for one.
Doing at least one of these things a week is a good way to build trust with the seller, who will understand that you are moving to get the sale.
We finished this tour where we saw the tips to become a trusted real estate agent. Do not forget the three aspects through which we build security with the client, personal impression, product or service and brand. Try to meet a quality standard in your face-to-face visits and make weekly statistics to leave sellers alone.
In case you have any questions or want personalized attention, write to whatsapp housedeluxe.es and we will answer all your questions.
• How to gain the trust of your customers?
• Personal impression: how to be a more reliable real estate advisor?
• Product or service: work on the trust of customers
• Brand: build confidence in your real estate agency!
• How to gain the trust of customers before selling?
Whether in the real estate industry or in any other field where a product or service is provided, building trust with clients is crucial. If a person does not have a minimal sense of security, it is unlikely that they will buy or give something of value to another person, much less when we talk about goods. To answer this question, how to build trust with real estate clients? We can look at what Jordan Belfort explains in his book The Way of the Wolf. In it, he proposes a trust scale from 1 to 10, where 1 means that a client would never want to do business with you and 10 means that they do not doubt your work. To increase this number, the author proposes three areas that you should pay attention to, which we explain below.
Personal impression: how to be a more reliable real estate advisor?
We tend to make judgments very quickly and in a matter of seconds we can see what kind of person the other person is. Imagine, what would a client think of us if we showed up late and disheveled to a property appraisal? This certainly does not build trust. That is why it is so important to pay special attention to the impression we make on others on a personal level. To give a good image, we must pay attention to these details: Punctual: Arrive on time, even a little before the agreed time. Dress Code: Dress elegantly and in good condition, presentable and subject to availability. A real estate agent must be: Calm, polite and friendly with clients. Security: If you do not show confidence in yourself, how can a third party do it. Listen: Speak only what is necessary, listen to what customers express and attend to their needs. Respecting these points makes all the difference and has an immediate impact on customers, creating a sense of trust.
Product or service: work on the trust of customers
We must present our services or products in a way that is reliable, clear, honest and always responsive to the needs of our customers. To develop it better, we can divide the explanation into the following two parts: Product: When selling a property, we must be able to explain each and every one of our clients' concerns, trying to highlight the good points of the property without Hide your bad points. It is not advisable to lie. In addition to being morally wrong, it will cause problems in the future, and if the client finds out about this, he will lose all respect and trust in you. Service: We must demonstrate to our clients why hiring our services is the best option for them. To show you ways in which we have given you a better job than our competitors and explain specifically how we will achieve those results.
Develop your brand and build trust in your real estate.
Conveying trust from our brand may be the most difficult thing to achieve, but at the same time it is what can bring the most results on a large scale. When a brand is renowned and many people know about it, it is not usually questioned.
To work on this aspect we must develop our branding. In addition to including the name, aesthetics, and logo, among other things, it must contain something that shows part of the identity of our business. Our brand must not only promise an excellent service, but must also effectively offer it. To improve this aspect and generate confidence in the real estate sector, we recommend delving into these areas:
• Marketing
• Digital marketing
• Graphic design
How to gain the trust of customers before selling?
You have already seen the three factors that must be kept in mind with the client to gain their trust: personal impression, product or service, and brand. Let's focus then on how to improve the relationship with potential buyers to generate security for them.
The greatest contact you will have with clients are property tours, which is why it is essential that you have a minimum quality standard in your face-to-face visits. This includes what you should do before and during the visit:
• Before: investigate and find out the data that the client may consult. Arrive before the customer. Prepare the property for viewing.
• During: be cordial and kind. Be silent and share information only when the client asks for it. Show interest and it is always recommended that you do not approach the situation as if it were just a sale. Keep in mind that this is usually an important time for people.
How to be a trusted real estate agent?: Share weekly statistics with your clients!
Now let's see what to do with people interested in selling your property. Everything is about making the client feel that we are the best option to get their sale. For that, we must show him everything we were doing to achieve it.
If the salesperson knows how you are progressing with the sales job, they will surely feel more confident. To reach this goal, the best strategy is to send weekly statistics. It consists of sending once a week, to all the clients to whom you are marketing a property, a video, message or call, where you explain what happened in relation to the sale of their property.
Sharing these advances will allow you to argue with the seller about the two points that can reduce the chances of selling: marketing and price.
If a property does not sell, it may be because the commercial strategy is not working or the price is too high. When the client knows this information it is easier to reach an agreement to modify these issues.
In the weekly statuses you must include two aspects: the reactive beta, where you show what happened with the publication of the property itself, and the proactive one, where you indicate what actions you are taking to get the sale.
BETA REACTIVE: explain to the seller how his sale is going!
In this case we must analyze the data that comes to us once we publish the property. For that we are guided by the promotion funnel, made based on the statistics of our business.
With this funnel we try to see how the posts we make work: how many visits to the publication go to do the virtual tour, how many become inquiries and then visits, until reaching a reservation.
Let's imagine that these are the statistics of our real estate agency: with 100 visits to the publication we get 50 virtual tours, which are transformed into 25 inquiries, getting 10 face-to-face visits, to finally reach 1 reservation. In that case, based on the average, we need to reach 100 views on a post to reach 1 booking.
Using the reactive beta we can explain to the client how long it will take to sell the property. Receiving 1 visit a day we need 100 days to sell it, in the same way that having 2 visits per day would take half as long.
Taking the last example, if we promised the client to sell the property in 4 months (120 days), we should carry out some strategy to quickly increase the visits we receive in the publication if we want to meet the agreed deadline.
PROACTIVE BETA: How to leave the customer alone?
In the Proactive Beta we must explain to the client what actions we carry out in the week to get the sale. To be able to say it, it is necessary that we have actually done something, which is why we recommend that you carry out at least one of these proactive actions on a weekly basis:
• Find listings for similar properties, contact fellow real estate agents in charge of them, and ask them to share your property information with their clients.
• Put advertising in the mailbox to all the neighbors of the property for sale.
• Publish the property in facebook groups.
• Renew the publication on the sales portals by changing something (cover, photo, title, video, etc.).
• Chat with area merchants to see if they know anyone looking to buy a property.
• Paste posters in nearby businesses with a large influx of public.
• Create special brochures for the property.
• Do geographic farming (talk to all the porters or managers in the area asking for potential customers).
• Pay advertising for social networks.
• Create content for social networks that grows organically (without paying for advertising).
• Offer the property one for one.
Doing at least one of these things a week is a good way to build trust with the seller, who will understand that you are moving to get the sale.
We finished this tour where we saw the tips to become a trusted real estate agent. Do not forget the three aspects through which we build security with the client, personal impression, product or service and brand. Try to meet a quality standard in your face-to-face visits and make weekly statistics to leave sellers alone.
In case you have any questions or want personalized attention, write to whatsapp housedeluxe.es and we will answer all your questions.
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