Many realtors in today’s marketplace might think their asset is the property they are selling, but nothing could be further from the truth.
Your asset is the relationships you have and the reputation you’ve built as a trusted advisor and friend.
Do people think of you when they’re looking to buy a property? Do they think of you when they want to sell a property? Do they think of you when they have money to invest? Do they tell their friends about you? More importantly, what do they think of you?
It seems that many realtors talk to people only when they have to – when the phone rings or when someone walks in, followed by the obligatory form Christmas card.
The most successful realtors genuinely treat their customers like friends. See if this helps – insert the word friend for “client” in the following scenarios?
“What property would best suit my friend? “ Do I have that property? If I don’t, I should find it for them.
” What stage of life is my friend in, and how can I help make the next part of life great for them? ” Are they ready for a vacation home? An investment property to build a college fund? A down-size at a later stage in life?
”And hey, how is my friend anyway, maybe I should call to say hi and see how they are. “
I’m always amazed at realtors who don’t know what kind of car their client drives, what golf club they play at or where their kids are going to college (what if they wanted to buy an investment condo where their child is going to college…)
Remember when you call, the responsibility is on you to be educated about your craft -know what markets and neighborhoods are strong, have data, have news and have sources that are useful to your client.
As markets fluctuate, it’s time to reach out to our friends, and make more. New clients are increasingly hard to find, but friends tell other friends, and a network of great relationships can be born.
Some suggestions to get you thinking:
- 700,000 retirees will relocate this year, are any of them your friends?
- Over 2 million graduating high school students will start college this fall – might any parents want to purchase an investment property for them?
