Just like all types of sales, real estate is all about relationships. You might think that people will choose to buy a house simply because they want and/or need one, but that’s not always the case. When buying a home, most people are looking for someone to trust. If you, as a real estate agent, are only focusing on the sale instead of the relationship with the buyer and making the buyer feel heard, the chances are that purchase will fail. Moreover, if the buyer feels pressured to make the next move, they’ll probably walk away and find another agent they trust more. However, that’s only one side of it. In the rest of this article, we’ll cover all the reasons why you need to focus on relationships over sales in real estate!
Putting The Client’s Needs in the First Place Is Best for Both of You
If you want to sell a house, you first need to understand your clients’ needs. Buying a home, especially if it’s their first one, is a huge deal. When you’re working with clients and showing them houses, try to connect and find out what it is that they really want. Don’t focus on getting it over with as soon as possible—that is bad for both of you.
Instead, take your time to examine the best options and build trust. Focus on relationships you have with your clients and the clients themselves over sales. If the buyers feel like they’re being pushed into a purchase or rushed, they’ll most likely back out. Moreover, they will start to question themselves and you. If they feel like your motives are just to close a sale, they’ll feel like you don’t have their best interest in mind.
Focus on Relationships Over Sales to Get More Referrals
Here’s something you probably already know—referrals are really good for your business. It’s much easier to convert a lead into a client if they’ve found you through a friend or acquaintance who’s your past client. This is because these people already have reason to trust you, and now, the most important thing you will need to do is not to lose that trust.
So, how can you get more referrals? The answer is more or less simple—by being good at your job and building strong relationships with your clients. If your clients feel like they can trust you completely, and you think of their every need and help them find the home of their dreams—the next time someone they know mentions that they are thinking of buying a home, your name will pop up. The more you give and put into a relationship with the client, the more you will receive in the long run.
It’s Good for Business Growth
Aside from the fact that if you focus on relationships over sales in real estate, you will undoubtedly get more clients, it’s also good for business growth. Simply put, successful businesses rely heavily on healthy relationships. Your business can benefit from competitive advantages if you build strong ties and relationships with your clients, employees, competitors, and anyone else involved in the business process. The more individuals you can positively affect, the more opportunities you and your company will have.
Building Relationships Feels Good
Human interaction is built into your DNA and the DNA of all people around you. You’ll be healthier, happier, and more productive when you have meaningful relationships with other people. Making real and enduring relationships is critical for your emotional and physical well-being, as well as the health of your businesses, as our society becomes increasingly virtual and fast-paced. Moreover, with the pandemic that’s been weighing on all of us for the past two years, we all, now more than ever, crave meaningful human interactions.
When it comes to real estate, our best suggestion is to have in-person interactions with your clients. That’s because maintaining live and in-person contact with your clients will help you create stronger relationships. When you interact with others face to face, you are at your best. When you’re in person, you’re magnetic, energetic, and excellent at understanding your client’s body language. On the other hand, you can’t get that same level of intimacy and understanding by speaking over text or email.
Helping Them with Each Step
Finally, whether or not your relationships are now producing you money, it’s critical to maintain them once you’ve formed them. After you close on a house, don’t cut all contact. According to relocation specialists from The Gentleman Mover, some real estate agents continue helping out their clients after signing the contracts. They do that by setting them up with a reputable moving company to move into their new home. This can be a great way to help out and keep in touch with past clients. However, even if you decide not to intervene that much, you should still check in with your old clients from time to time to see how they’re doing.
For example, you can send an email newsletter to all of your past clients. Or, send them customized birthday cards and notes. It only takes a minute or two, but it can pay off handsomely in the long run. What you should never forget is that each contact you make is worth something. You’ll be squandering your most valuable asset if you lose touch with your prospects, leads, and customers.
By choosing to focus on relationships over sales in the real estate industry, you will surprise yourself with the results you get. You’ll be able to connect with your clients, find the right home for them, and motivate them to buy the property without them feeling pressured or rushed into a sale. However, don’t forget that strong relationships cannot be made overnight. They take time and patience. Moreover, developing relationship-building habits also requires daily practice, but it can pay off big time. Not only will you have more contacts to grow your business, but you’ll also receive more referrals that can be turned into jobs with just a little work on your side.