Going though Real Estate School I had a teacher who told us at every chance that building your business with buyers was a waste of time. He told us how they would drag you around on wild goose chases and ultimately buy from someone else. He encouraged us to build our busines with listings.
Near the end of my required classes and just before taking my test, I decided on a Broker where I would hang my liscense. The best decision I ever made was the decision to go with Jason Crouch (Broker and Owner of Austin Texas Homes LLC) Why? Because Jason taught me how to build a business with Buyers!
The best part of Real Estate is on the Buyers side! Buyers are eager and excited for the journey to find their new home. Their excitement is contagious. Once you win the confidence of your Buyer and help they find their new home, you have a client for LIFE. Here are some Keys to building your business with Buyers.
1. Meet with new customers in person as soon as you can. Don't just bring your stats, bring your winning personality to the meeting. Don't just talk business, start by introducing yourself (not your business). Tell your customer who you are as a person, why you love what you do and the area you serve. Listen and learn who they are and discover the things you have in common and build on those as the conversation continues.
2. Create an environment of Clear and Open Communication: Give your customer all the infomation they need to succeed up front. This will go a long way in building a strong TRUST relationship. As the relationship develops be honost all along the way. I have never had one closing that went completely smooth from the opening of escrow through closing. Whither it was you, the lender, the title company or the client who dropped the ball be honest. Accept responsibility and communicate immediately!
3. Stay Connected! There is much to gain from staying connected with you clients after the sale. Not just future business from the client but also refferals and maybe best of all a mutual friendship. Many of my clients have become close personal friends and a blessing to my life.
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