How to Ruin a Real Estate Relationship

A View from the Beach

A View from the Beach

A potential seller calls you and wants you to list their home.

Your next phone call is from a buyer who was referred to you by a previous client.

You become overwhelmed with paperwork. Preparing a listing presentation. Researching homes to show your home buyer clients.

Oh, and don’t forget that you have to also keep touch with past clients on a regular basis so they remember you when it’s time to sell their home or refer their family and friends.

So, what are some of the mistakes that real estate agents make when it comes to building and maintaining relationships?

Not Keeping Notes About Your Clients

Keeping notes about their home needs and wants is a good way to start, but also keep notes about family details, names of children, pets, employment and any special needs. It will help you have a more meaningful conversation and build stronger relationships. They will be impressed that you even remember the info that they shared with you.

Not Remembering Important Dates

There many opportunities to reach out by remembering important dates. Their birthdates. Or the anniversary of the closing of their home.

It allows you to connect with them by email or, a better option — by phone. If you are lucky enough to get a live person to talk to, it gives the chance to find out what has changed since you last talked with them — and to update your “client notes” (see above). If you get their voice mail, leave a personal message and mention something from your clients notes — like, hope your family and 3 children are healthy and prospering.

Not Sending a Monthly Printed/E-Newsletter

The reason that clients don’t recommend or re-use the same Realtor is because they have simply forgotten their name.

You may not have everyone’s email address. They may have opted out. Maybe your e-newsletters end up in their spam folder. That’s one of the reasons to also send a newsletter snail mail – using two ways to contact them and keep them up to date on the local real estate trends.

Don’t forget to add something personal about yourself too — like your recent vacation or your new pet.

Taking Too Long to Respond

How long is too long? With text, social media, or voice messages, the experts say that the optimum time to respond is 30 minutes. If you are going to be out of town, be sure to leave that message on your voice mail, email or auto-responder. Set up your phone and social media to notify you when a message is received so you can prioritize who you need to call back first, second, etc.

Not Sharing Your Knowledge & Expertise

Become a resource for your buyers and sellers. Keep them updated on local housing trends. Number of listings versus home sold. Average days on the market. The percentage of listing to sales price.

Create of list of resources — a business directory — home inspectors, handymen, plumbers, electricians and even local hotels that provide discounts to your clients.

Have it ready to hand out, email and post on your website.

Building relationships and trust and recognition takes time.

If you would like more business-building ideas like this, please contact me and let’s set up a time to meet.

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