Your Clients Need To Know You Care - Before They Care What You Know

By
Real Estate Agent with Coldwell Banker United Realtors® ~ 512.750.6899
https://activerain.com/droplet/5cGm

I was reading a great blog by Richard Wiseman on Knowing Your Competition.  It is crucial to understand what your competition is offering so you can create several higher levels of offerings that will make you stand out as a marketing guru.  Of course you need to provide a good track record to cement the ideas you implement.
Just this morning we emailed 3 of our sellers to let them know their homes were showcased in a local paper.  Since we list many homes in the community our homes are often selected.  We just came to terms on one of the homes but our seller emailed back with this response:

Hi, Dorie,
Thanks for the excellent advertising.  We know you guys do a great job on advertising and presenting the properties (by "you" I specifically meant you and Gene) so that is something we have come to expect of you (and one of the reasons we chose you).
Regards, Srinivas

20 years ago we worked with our "bible" a weekly book published of active, pending and sold properties.  In 1995 we leaped into the future with the next generation of communication - "The Computer."

While attending a Coldwell Banker International Business Conference we were introduced to "Top Producer" a new dimension of contact management.  Here we said is the vehicle that will set us apart as "Your Perfect Partner" in Real Estate.  Wow, letters to just whip out to FSBO's, a follow up program that all we had to do was print it out, stick on a stamp and away we went. Then it dawned on us - we just joined the crowd.

We stepped back, looked outside the box and decided to ask those who are most important to us: our sellers and buyers.  We asked them "what would you like to see in terms of marketing your home and what are you looking for as a buyer when looking for a home?" We checked out the competition and kicked our marketing up several notches.  We created our "Home Book" for each of our listings providing information about the home and community.  We created individual websites, virtual tours, sponsored community events, provided an interactive website for the community but one thing we never stopped doing was communicating with our sphere and clients on a regular basis.

Communicating with our clients is the singular most important step in creating a response like you just read from one of our clients.  We advertise in many venues on the internet, blog, answer our mail within 2 hours, call and/or email our sellers and buyers at least once a week plus provide them with weekly marketing reports and activity reports.  This isn't rocket science.  People entrust their largest asset to us and expect to hear from us with updates and valuable information on activity and what the market is doing on a consistent basis.  Your clients need to know you care before they can care what you know!

If you need to make a move in 2010, please contact us at 512-346-1799 or email us at dillard@reloaustin.com. Also, be sure to visit our websites: www.reloaustin.com and http://www.canyoncreeknews.com.

                 

                               "Your Perfect Partner"

                       Click here to search for Austin homes

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Anthony Barone 07/30/2010 01:49 AM
  2. Daniel H. Fisher 08/22/2011 03:40 AM
Topic:
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Groups:
Realtors®
Dedicated Bloggers
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Tags:
communication
competition
coldwell banker
caring
floyd wickman
real estate marketing
real estate

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Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Hi Susan: Great way to let them know what to expect..then of course you need to follow through which it sounds like you do!!

Hi Terry: We have firms in our towns that do the same thing..it's all about numbers to them! Usually their list to sell ration leaves something to be desired!

Good afternoon Bill: Great point they want to feel our passion for the business!!

Hi Morgan: With that higher level of service our commission is justified!

Hi Deborah: I never thought of as a road map but that is a good way to put it!

Jul 30, 2010 09:36 AM #48
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good afternoon Lesley,

I do try to do the best for my clients and pride myself on doing so!

 

Jul 30, 2010 09:40 AM #49
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good afternoon Stephanie:

Stepping outside the box can be so englightning..good luck in trying it!

Jul 30, 2010 09:50 AM #50
Rainer
94,083
Vince McEveety
Gilleran Griffin Realty - Sherman Oaks, CA

i love zig ziglar... that guy's a rock star... loved him at family reunion in vegas

Jul 30, 2010 11:55 AM #52
Rainmaker
1,056,023
Bill Gassett
RE/MAX Executive Realty - Hopkinton, MA
Metrowest Massachusetts Real Estate

Dorie it sounds like Floyd Wickman is at the listing with you based on your title:) Nice job!

Jul 30, 2010 12:08 PM #53
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Erica,

You are right..in order to stand out you need to be doing lots of things to set you apart!

Jul 30, 2010 01:23 PM #54
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Vince,

Zig Ziggler is a legend for sure!! Love his quotes and is great in person!

Jul 30, 2010 01:24 PM #55
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Bill,

There are things you learn with Floyd Wickman that will always be with you!!

Jul 30, 2010 01:25 PM #56
Rainmaker
1,080,029
Sharon Alters
Coldwell Banker Vanguard Realty - 904-673-2308 - Fleming Island, FL
Realtor - Homes for Sale Fleming Island FL

Dorie, I'm agreeing with Deborah - anyone could just copy this post, follow it and have a very successful real estate business!

Jul 30, 2010 03:28 PM #57
Ambassador
1,704,110
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Dorie, I couldn't agree with you more.

Jul 30, 2010 06:53 PM #58
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morningSharon,

I love what I do so by following some basics that would apply to any field in consumer service success will follow!

 

Jul 31, 2010 02:16 AM #59
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Tammie,

Thanks for stopping by and checking my post out!

Jul 31, 2010 02:17 AM #60
Rainmaker
149,251
Linda Lohman
Fonville Morisey Realty - Cary, NC
Former Teacher/Broker

Too many times we forget to be our own advocates.  Client need to know what we do for them.

Jul 31, 2010 03:32 AM #61
Rainer
59,045
Shirin Sarikhani
Seattle Staged To Sell www.seattlestagedtosell.com - Seattle, WA
RESA-Pro

Hi Dorie. I've always enjoyed your blogs and this one is the best yet. I'm not a realtor, but a home stager, but I try to do the same for my clients as you. Somehow it has been working, since once an agent has used my services, she/he sticks with me and this means repeat clients. They know that I care about them and their listings, so our relationship is more than just a transaction. This has made all the difference in the growth of my business.

I'm going to copy this link and send it to my family in Austin. I've lots of aunts and cousins living in Texas and I want them to have the best for their real estate needs. One of my cousins just married last week in Austin and I know that they'll be looking for a home soon. So, if you get a call from any Ahmadi, you'll know who referred them to you. 

 

Jul 31, 2010 05:38 AM #62
Rainmaker
2,486,032
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Dorie....tells the storie

thank you

Jul 31, 2010 07:01 AM #63
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good afternoon Linda,

Yes you are right..it is our place to keep them informed so they know what you are doing behind the scenes!

Jul 31, 2010 11:24 AM #64
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good afternoon Shirin,

That is very kind of you! Austin is a wonderful place to live..did you make the wedding?

Jul 31, 2010 11:25 AM #65
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good afternoon Richie,

I'll bet your a poet and didn't know it! LOL

Jul 31, 2010 11:26 AM #66
Rainer
59,045
Shirin Sarikhani
Seattle Staged To Sell www.seattlestagedtosell.com - Seattle, WA
RESA-Pro

No, I didn't make the wedding, since I was in UK to visit my mom. But three of my siblings did. I was there for another wedding while back, we are a large family, and I loved the city and all of that Texmex food. Nothing like it. My family also took me to a comedy club, which was fun too.

Jul 31, 2010 07:52 PM #67
Rainmaker
3,860,058
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Shirin,

Sounds like you got a good taste of Austin! There is so much to do here and also many places to kick back and relax..whatever you are in the mood for!! Austin is a vibrant city and prides itself on outdoor athletic events..there is also a race going on somewhere!

Aug 01, 2010 03:20 AM #68
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Serving Buyers & Sellers in NW Austin Real Estate
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