Many people view purchasing a home as a significant financial investment. It is a decision that carries a lot of weight and takes into account various factors that persuade the final decision. As a Real Estate Agent you hold the highest influence, however, it is important to consider external factors that may disrupt the process as well.
Outside influences consist of relative cultures, laws, and taxes imposed by the government, marketing initiatives from additional agencies and price points from personal selling parties, and people buyers trust to consult before making their decision, including family, friends, and coworkers.
The following tips will help Agents manage these uncertain situations, and help to get back on track to reaching buyers’ goals:
Provide Honesty and Insights
Your job as a Realtor is not only to sell, but to also provide advice and education regarding the market and potential alternatives, and hold your clients’ goals as the top priority. Being honest throughout the entire relationship is crucial, especially when it comes to maintaining long term value and loyalty.
Real Estate Agents should be the most knowledgeable when it comes to the neighborhoods they are showing. Expertise is key when it comes to finding the most suitable home for your clients. Balance their needs and wants, and match it with available options to help reach the buying decision.
Ongoing contact and communication are crucial to gaining new clients and maintaining relationships with your current and past buyers. Upholding contact with your current clients, and consistently exposing your brand and services to potential clients are imperative to managing a successful business and a strong client base. Communicating with your clients throughout their home buying process will also work to eliminate external distractions and maintain trust.
The most common distractions for buyers are the challenges they face when working to achieve their goals. Realtors must be flexible and take on all problems as they arise. Provide direct solutions that clearly demonstrate how your services can eliminate any issues and streamline the process and avoid complicated barriers.
Remain Calm and Avoid Emotions
Your role as a trusted realtor is to ensure emotions are left out of the deal, from all parties involved. Emotionally charged deals can cause unnecessary issues and delays, and may ultimately lead to making the wrong decision. Remain calm to ensure your clients are making the best decision for themselves. If a decision seems to be the sole result of emotions, reign in those emotions to ensure your buyers don’t purchase something they can’t afford.
Essentially, agents act as the middleman between sellers and buyers, and should objectively write requests and communications to avoid emotionally charged situations.
Manage the Kids
Sometimes buyers may want their kids to attend showings, as it is their potential home as well. Ensure the kids won’t become a distraction or an influence. Keep them busy, give them tasks such as playing an assistant’s role, or let them play in the yard. Keeping them busy will ensure clients can focus and make an informed decision.
Listen and Empathize
Listening to your clients’ needs and wants, likes and dislikes, will make finding alternatives a much simpler process. Stay empathetic and listen to your buyers’ concerns. This will help solve problems faster, reassuring them along the way. If your buyers are on the fence, sometimes they just need to convince themselves or feel reassured they are making the best decision. Listen carefully and validate what they are saying.
With REBCA’s feedback and reporting features, always be on the same page as your clients.