Don't tell me what to do! Nobody likes to be told what to do, buyers and sellers included.
As agents we often have strong opinions on what is best for a particular client. However it is our job to be the counselor not the dictator. There can be a very fine line between the two.
In order to foster the kind of relationship necessary for the client acheive the best possible outcome, there are several key steps that as agents we need to take.
- Listen carefully.
- Understand what the client really wants. Make sure we aren't confusing what we think the client should want with their actual needs and desires.
- Provide information. Give the client enough information so that they will be able to make an informed decision.
- Make sure that the client understands what you have been telling him.
- Be accessible. Answer phone calls and emails promptly.
- Encourage clients to ask questions. Remember there are no stupid questions. Afterall asking is how they learn.
- Develop trust. Establish the relationship first. When the client trusts you, they will be more likely to listen to your advice.
If you follow these steps, you and the client will be able to work together to attain a successful conclusion to their real estate transaction. Then you will have gained a Client For Life.
