By Tiana Baur, Content Marketing Manager
While every consumer out there has their own taste, personality, and priorities, there are certain things all home buyers look for when it comes to choosing their real estate agent. If you’re looking for more ways to attract more clients, make sure you’re working on improving these essential traits. And if you’ve ever wondered what made a client pick you over someone else, these could very well be why.
Honestly, just being easy to find is often the reason why a real estate agent is chosen. It doesn’t sound glamorous or exciting, but it’s the truth. Everyone knows that a surprising percentage – 74 percent to be exact – of home buyers go with the first real estate agent they contact. It’s why we’re so crazily adamant about agents focusing some of their efforts onto marketing their skills on social media, across multiple channels. The more people that see you as an option, the more will pick you. It’s as simple and as complicated as that.
We don’t mean literally. Please don’t reach for your prospects hand – it’ll get awkward quick. We mean they need a little extra help and encouragement along the way. Make them know how much you care, how much you know, and how far you’re willing to go to help them reach their first-home purchase objectives out of the gates.
Believing in the dream.
Buyers have dreams. They picture themselves in a certain house in a certain setting. Don’t go to the interview or take the call and immediately tell them Santa doesn’t exist. Find out more and what it will really take to achieve their home goals. Often, first time buyers don’t really know what they’re looking for until they’re going through the process. To recap: let them know you believe in their dream as much as they do.
And we don’t just mean knowledge of the home buying process itself. It means knowledge of the current market not only in the city, zip code or, neighborhood, but on the exact street they’re looking to buy.
It also means knowing tips and tricks for avoiding bumps in the road during the home purchase or even after they’ve signed on the dotted line. The more information you can provide upfront, the better clients feel, the easier it is to say “yes” to you.
If trust is the foundation and the walls, then communication is the roof. You can never overcommunicate. Ever been on vacation and wish you received more pics from your dog sitter, but instead you’re lying there at the beach wondering how your dog is doing and if they’re happy? When it comes to anything close to the heart or heavy on the wallet, don’t worry about being annoying. Worry about not being communicative enough.
Cutting out those little white lies.
Honesty is everything. It’s the foundation and the walls of a trusting, long-term relationship. Prospects will appreciate your integrity and honesty when you’re 100% upfront with them about their home buying goals and how you can help them reach them. If they’re being completely unrealistic – tell them. Gently. Help them find a balance for a realistic home buying journey, while keeping that dream intact.
Negotiation skillz that save the billz.
While this agent trait might not be a reason someone goes with you in the first place since these skills aren’t seen immediately (besides from your impeccable Zillow reviews), it’s why that client will choose you in the future and refer you time and time again. Being a good negotiator takes practice, but also an innate talent that others out there just don’t possess. If you’re an agent that kills it at the negotiation table, make sure you’re marketing that skill above all else. Those that look for this trait in real estate agents (especially more seasoned home buyers and investors) will pick you faster than Usain Bolt picked off his competition.