Questions about yourself can allow you to give answers clients didn't even know they were looking for.
In the process of vetting a real estate agent or broker, clients will often ask many questions. Some will run along more expected lines, and others will seem completely out of left field. Just like in an interview for a job or promotion, however, you should have a clear enough conception of yourself as a professional that you can not only field these inquiries with ease but also use them to deepen your relationships with your customers.
Though the questions themselves may appear to address different issues or be phrased differently, a lot of the inquiries people make will essentially be seeking the same information. You can recognize these certain categories of questions, and give your response according to what you would like to convey and what would most strengthen your relationships with your clients.
Depth of background questions
These queries often come under the guise of questions like these:
- How long have you been working in real estate?
- How long have you lived in this area?
- How long have you been managing your brokerage?
What the client is really asking for is an indication of depth. They want to know, of course, that you have experience in your field and that you could back up your reputation with history and references if need be. But more than that, they want to know that you are deeply invested not just in your career but in your community, your life, and your team.
They want to know that if you work with a team, it is a well-oiled machine rather than a rag-tag bunch. They want to know that you are not just familiar with the area, but a part of it. When clients inquire after the depth of your background, have a few stories or examples ready to put their minds at ease.
People are very sentimental, and they often look to find common ground as a means of establishing trust with another person. In some ways, you should treat a new client the way you would treat a new friend. Take an active interest in anything they choose to share with you, and be open to sharing with them as well.
Availability and accessibility questions
Clients want to know that you will answer the phone should they call with questions or concerns. They want to know that they can stop by the office and count on your friendly face to greet them. They want to know that they are in good hands and won’t be hung out to dry.
To make sure of this, they may ask questions like:
- How do you delegate amongst your team?
- What is your schedule?
- Where do you live?
Some questions may even seem intrusive, but are in fact motivated by a desire to ascertain your level of commitment and availability. Once again, just like with a friendship, people want to know that they can rely on you, that you are not just a fair-weather friend and that you are willing and able to see them through the stressful process of buying or selling a home.