What can you do to build trust with clients?
The end goal of every client/agent relationship is to gain customer loyalty and possible referrals. At the end of the day, you want to look good to your clients – you want them to keep coming back because they are comfortable with you and because they appreciate your service.
But how can you create strong relationships with clients? Sure, you can provide helpful service during their real estate transactions, but it stems further than that. The majority of clients like having a personal relationship with their agents as well – it proves that they are someone who cares and who can be trusted. We’ve come up with some ways you can improve that part of your relationship:
Never forget life events.
Did your client just have a birthday? A wedding? A baby? Never, ever forget to check in and congratulate them on these important events they are going through. It demonstrates an interest and involvement in their lives that they will appreciate. Even a simple “happy birthday!” email or voicemail to congratulate them on the birth of their baby girl will make them feel acknowledged and valued. It’s a simple extra step that can go a long way.
When in doubt, F.O.R.D.
Family, Occupation, Recreation, and Dreams: the four talking points to have with clients. When checking in about a prospective sale, ask how the wife and kids have been doing lately. Is Emma still playing soccer? Does Toby still play the drums? It’s an easy conversation starter that can be used in any occasion. Do you have a listing meeting coming up? Ask your client what they expect for future in the next 5, 10, 15 years – and ask them how you can help accommodate for those dreams. These talking points will let clients know that you have an interest in what is going on in their lives, while also getting a better idea of what they may be looking for in their homes, both for the present and the future.