Everyone in real estate knows that social media cannot replace face-to-face interaction but just complement it. So, even though we live in the age of Facebook and Instagram, meeting your clients in person is a must. However, not every meeting with a client ends up being effective. In fact, if you don’t know how to handle these meetings, you might even end up making a client turn to one of your competitors. With that said, constantly looking for ways to run better meetings makes a lot of sense. In case you’re looking for a way to start, here are five tips that are guaranteed to help real estate agents have better meetings with clients.
Always Do Your Research
No matter how long you’ve been working in the industry, you can’t nail a client meeting without doing your homework. If you learn a thing or two about that client, not only will you be more likely to make a sale but you’ll also form a long-lasting relationship with them. This can result in them turning to you the next time they want to buy or sell real estate or even recommend you to a friend or a family member. Luckily, in this day and age, doing research on a client shouldn’t be hard. Start by skimming through their social media pages and try to learn as much as possible about them. Just make sure you don’t bring up any topics about their personal life unless you want things to get awkward. Also, if they’ve been referred to you by someone, talk to that person and see if there’s anything they can tell you about your client. Any info you can use for small talk can help.
People are now busier than ever and they don’t want to spend an entire day on a meeting with their real estate agent. This is exactly why you should make a habit of sending your clients reminders before the meeting. If you include the right type of information in it, it can help create a better client experience as it allows them to plan their whole day. First of all, the reminder should inform them about the time and place of your meetings as that’s what reminders are all about. Additional info you can include into the reminder is how long you expect the meeting to last and what exactly are they supposed to bring to it. There’s no need to say how much time can be saved by not having them drive back to their home just to get that one document they didn’t know is needed. Conclude by stating how much you look forward to meeting them and there’s no doubt you’ll be in for an effective client meeting.
Know How to Explain Stuff
Buying a property is a complex process that involves a number of steps. Many of your clients have never bought real estate before and they have no idea what that process looks like. It’s your job as their real estate agent to ensure they know everything they’re required to do as well as the documentation they’re supposed to present. It’s important to keep things simple when guiding your clients through the process as they may not be familiar with all the lingo. Also, using visuals can help them figure things out. For example, why not use a whiteboard in your meetings? Just make sure you always have a whiteboard marker at hand and there’s nothing you won’t be able to guide your client through. Printing handouts that can help your client remember everything is another good idea. Last, but not least, it’s critical for the client to know that they can turn to you with any questions they have.
Talk Less and Listen More
It may feel like talking about your firm is the best way to ensure a potential client chooses you over one of your competitors. However, client meetings are less about talking and more about listening. People want to work with the real estate agent who can help them find the right property for them and that’s what you need to focus on. This means you should always aim to collect as much info as possible. Do they want to live in a calm neighborhood or do they want to be close to restaurants and shopping malls? Do they mind a longer commute if it means they’ll be able to afford a bigger home? The more you learn about the client, the better service you’ll be able to provide and that’s what being a real estate agent is all about. It’s a good idea to take notes when talking to a client as it ensures you don’t forget about something but it also helps make you look more professional.
There’s a lot more to client meetings than it sometimes seems. The amount of paperwork required is huge and preparing it in advance shows clients why they should choose you over another real estate agent. It also helps save time for both you and your client, which, as stated earlier is extremely important. Another important thing to mention is that being late to a meeting is never a good idea, no matter how busy you are. Remember that you’re there because of your clients and not vice versa. In fact, showing up 15 minutes earlier is a great way to showcase your professionalism. In case you’re seeing a client in a coffee shop, restaurant or any other public space, it’s important to opt for the right place. The last thing you want to happen is to meet them in a crowded place where you won’t be able to talk about business. Always get to the meeting spot early and make sure the meeting shouldn’t take place somewhere else.
Being a real estate agent includes meeting new clients on a regular basis and since it’s first impressions that count the most, knowing how to nail those meetings is a must. Follow the five tips covered earlier in this post and winning your clients’ hearts, minds, and wallets won’t be tough.
This article has been contributed by Diana Smith.