Maximise relationships with clients for sales success

For most real estate organisations, the two most valuable assets will be agents and clients. Therefore, it is crucial that you, as a real estate professional, nurture your client relationships to maximise both productivity and profitability.

The truth of the matter is that you most likely already employ interpersonal skills in your day-to-day relationships with family and friends. However, transferring and applying these skills to client interactions may sometimes require a little more conscious thought.

Here are four simple tips for developing professional interpersonal relationships that will, if implemented correctly, help you increase not only client satisfaction but also better ensure repeat business and referrals.

1. Ask questions
One of the most fundamental aspects of relationship-building is making other people feel valued. When you take the time out to show interest in a client through asking questions you automatically move yourself closer towards building trust and rapport.

Asking a prospective client something as simple as “what do you want your home to say about you?” can get them talking not only about their property wants but also their personal interests. The insights gleaned through such conversations can potentially help you understand their needs and expectations as well as identify mutual interests – something which can be very helpful in developing empathy, and gain trust.

2. Maintain eye contact
None of us feel comfortable when the person we are talking with won’t look us in the eyes. In such instances, one’s natural instinct is usually to presume that the person is dishonest or disengaged, and therefore potentially untrustworthy or unreliable.

As a real estate practitioner, you will often have to work from the outset of a pitch to dispel suspicion, particularly with prospective buyers. Given such, maintaining eye contact can become an integral aspect of enabling agents to mitigate client worries and suspicions.  

3. Show personal interest
You should always make a conscious effort to take a personal interest in your clients. As already noted ask questions, but also use your body language and vocal tones to convey a genuine interest in the individual.

Furthermore, make a point of remembering clients’ and prospective clients’ names.  The simple act of remembering a client’s name and pronouncing it correctly, even when not in a professional capacity, will indicate that you value them and may ultimately set you apart from competitors.

4. Listen effectively
Listening to your clients properly is undoubtedly as important as speaking to them. Effective listening encompasses paying close attention to both verbal and non-verbal communication, including your client’s mannerisms, facial expressions and body language.  In doing such, you will get a clearer picture of their thoughts and feelings and can thus respond accordingly to meet their needs.

Effective listening also entails encouraging your client to express their viewpoints fully and completely, and showing genuine interest in what they’re saying. Even if your client frequently digresses or is long-winded, it remains important to maintain interest and stay attuned to what they’re trying to say so that you can help them properly.

The bottom line
When you communicate interpersonally with clients you help them understand your business better while at the same time learning more about their needs. Despite sometimes being time-consuming, developing your interpersonal skills will help contribute to meaningful and long-lasting relationships with clients, and ultimately enhance your success as a real estate agent. 

Posted by Reality Bytes - Real Estate Training Blog on 22/05/2012 at 2:20 PM | Categories:


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