So, you’ve got some potential buyer leads. That’s fantastic! Now, your job is to ensure that you keep in touch with them throughout their real estate journey. Be proactive, provide value, and make sure they know you have their best interests in mind.
You’ll have many opportunities to connect with clients, before they start looking for homes, during the seeking stage, and while the deal is active. Even after the sale closes, your communication or lack thereof will determine the buyer’s future loyalty and referral behavior.
Here are some tips for keeping the lines of communication open:
1. Initiate contact often.
Try to be the first to reach out. If they always connect first, they may feel abandoned and seek out an agent who is willing to take the lead. That said, be sensitive to buyers who may tell you they don’t want to communicate as often.
2. Be responsive.
While real estate agents should not be expected to communicate 24/7, many people look for immediate responses. If you take a day off each week, be sure to let your clients know when you’ll be unavailable. Include that information in your voicemail and set up out-of-office email responses. When you are working, respond in a reasonable amount of time.
3. Listen carefully.
People feel valued when you remember their children’s names or where they work. Ask questions about their current situation and future needs. When they tell you what they’re looking for in a home, make sure the listings and information you send them are relevant.
4. Share information about the community.
If buyers are moving into the area from another location, share your community expertise. Keep it relevant to their purchasing needs. For example, a family with young children will appreciate information about schools, daycare options, sports and recreation facilities, and youth centers.
5. Use your client’s preferred method of communication.
Find out, early on, how your client likes to connect and communicate in that way most often. They will be more comfortable and more likely to respond.
6. Be brief, but not too brief.
People are often busy and distracted. When leaving phone messages or sending emails, keep them concise to avoid confusion. If you’re asking questions, be clear about the responses you expect. That said, don’t sacrifice clarity for brevity.
7. Be consistent.
Consider using a client relationship management system (CRM) to automatize some of your communication. You can set up drip campaigns to send regular messages after the first contact. For example: For example:
- Day 1: Thank them for reaching out. Provide all your contact information.
- Day 3: If they asked you about a specific property, send out a list of comparable homes in the area. Provide web addresses for your blog or YouTube channel.
- Day 5: Send out some information about the community. Link to a PDF about working with a real estate agent.
Continue to send information they might be interested in, at regular intervals. This could be info information about the community, the local market, mortgages, or any other relevant content. The more you remain top of mind, the more likely they will be to contact you when they are ready to buy.
8. Anticipate questions.
During the real estate process, many clients have similar questions, such as “How long does it take to buy a home?”, “How do we put an offer in?”, or “How much do you charge?”. You could create a cheat sheet with frequently asked questions or simply answer them in conversation.
9. Pay attention to your body language.
You might feel nervous when you meet new people but try to appear confident and welcoming. Stand straight, look interested, and avoid crossing your arms in front of your body. Try to smile and enjoy your conversations. You never know what interesting people you’ll meet.
10. Keep in touch after the sale.
Part of great customer service is keeping in touch. This could be sending out relevant items of value such as articles, blog posts, or tips and tricks. It might also mean sending cards on birthdays or purchase anniversaries or dropping by with small gifts.
When you stay top-of-mind, clients will be more likely to call you the next time they make a real estate transaction and more likely to refer you to people they know.
We’re Happy to Communicate with You!
Speaking of communication, at Agent Real Estate Schools, we’re happy to talk to you at every stage of pre-licensing and beyond. If you’re interested in a real estate career, why not reach out to us or enroll in one of our upcoming Career Day events? Ask as many questions as you’d like about our courses or your future real estate career. You can even Be Our Guest and try our classes out for a day. With our flexible real estate salesperson study options, exam prep classes, and 1100+ practice questions, we’ll get you ready to pass the California Real Estate Salesperson exam. We care about your success!