If you have been reading real estate websites and tips on real estate marketing, you may have noticed that they often characterize the real estate business as something similar to dating. The truth is, the analogy does not only apply to the real estate business, as it works for most industries that are driven by a client-agent relationship.
Much about real estate is dealing with clients, and dealing with clients is much like how one would treat a person they are dating. As in dating, you need to make your client trust you as an agent, because any type of relationship is always based on trust.
But more than that, real estate is similar to dating in that you’ll establish a very close relationship with your client as you search together, amongst other reasons . And it is important to know these reasons because, as with dating, being prepared can lead to better things. Here are some of the similarities:
* You want to know what they know about you. In dating, our curiosity usually leaves us dying to know what our date has heard about us, especially if a friend referred them. Pushing too far may come across awkwardly and is better left for later. So instead of asking this, you should ask what does he or she know about you and the property you are selling. This question actually will still help you learn what actually made the client come to you.
* Best foot forward. When dating, you always make sure that what the other person sees and hears from you are only good things, to highlight your good traits and qualities that will make the person believe that you are worth all the trouble and the effort. Same goes for real estate-before you give the client the whole picture, you paint a good picture first. No person is perfect, and no property is perfect either. But you have to make sure that when the client learns about your background and experience, as you’ll need the credibility later in the home search and in negotiations.
* Persistence pays-but don’t be too persistent. It pays to be persistent. In dating, the other person may have dated you, but unless you two have made a pact to exclusively date, it is possible that he or she is “scouting” for other people. Therefore, you need to be persistent; give her a call once to show that you’re interested. Do this is an appealing way, so you won’t look needy and desperate. But cross the line-for instance, calling her several days, even during inappropriate times-and she’ll probably cross you off in her life. Now, apply this to the realtor-client relationship. An agent should always be persistent-professionally.
* Know when to move on. If your dating status does not work, move on.There many other possible options out there. Same goes for a real estate deal. When you and your client cannot work on an agreeable transaction, leave it at that. Do not waste your energy on someone who can no longer be persuaded.
Michael contributes to My Single Property Websites, a web 2.0 marketing tool that lets real estate agents create stunning virtual tours and single property sites easily, with a free version available for listing presentations. She also contributes to the Real Estate Marketing Blogthere.
[tags]real estate marketing, sales, realtor, real estate agents, single property websites[/tags]
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