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Despite advancements in our field, real estate remains first and foremost a people business. After all, buying or selling a home is one of the most personal financial decisions anyone will ever make, and technology is no substitute for the empathy and first-hand expertise of a relatable advisor.
However, to successfully represent a client or broker in a transaction, you must first get to know them as a person and let them get to know you and what services and expertise you offer. Relationships are the foundation on which to build your business, leading to better experiences for your clients and more sales and referrals.
Here are five moves that will lead to authentic connections and a thriving business.
Tap into your existing network
The best relationships are the kind you don’t have to force, and a mutual acquaintance or common interest provides you with a genuine connection. Be your authentic self and allow relationships to form organically. Those will always be the most fruitful.
Listen attentively
Try to learn more about your clients, like when their birthday is, where they like to vacation and if they have children or pets. This will help you build rapport and add a personal touch to your follow-up communications, not to mention the advantage it will give you in matching your client to a property that fits their lifestyle.
At The Agency, we’re obsessed with service and recognizing clients on an anniversary through something as simple as a phone call or sending a gift card to their favorite restaurant in town to celebrate life’s special moments won’t go unnoticed.
Invest in a customer relationship management platform
This will help you stay organized and keep track of important client details, reminding you when to send messages to celebrate important milestones, such as birthdays and graduations. An especially good CRM platform can help you create follow-up action plans and…