If You Don’t Answer Your Phone and Listen They Call ME!
Sally addresses some of the most fundamental aspects of running a business. It starts by answering the phone … or at least being responsible and timely in returning calls. Listening to clients’ wants and needs is also critical. No one cares about how many listings we have or properties we have sold. True professionals focus on the client!
By the way, the dog is adorable and it is LISTENING!
The first tip to gaining a client is to ANSWER your PHONE! How many times do they contact me and say the reason they decided to go with me was because I answered my phone and responded right away to a text or email. Goodness, it isn't rocket science to know that communication is the key to having a great business relationship!
We also LISTEN to our clients about what their priorities are when it comes to searching for homes. How's about hearing that the home buyer kept insisting they wanted a certain criteria and the agent didn't seem to hear what they were saying? They kept insisting they needed to see higher priced homes or put their 2 cents in about how the buyer ‘should' love the house because they do?
They want to know what we will do for them...NOT hear you brag about how many listings you have. They especially do NOT want to waste time and drive around looking at the homes you sold instead of looking at homes they might possibly be interested in!
The consumer and our peers also read our blogs and get an idea of who we are. Let's not forget our online presence and how we portray ourselves before they even pick up that phone! Many leads first start with reading about who we are...what we do...and they see how we interact online. Internet empowerment.
Within the past week I answered my phone and received a home buyer (showing property this afternoon) who said no one called them back. I received a call yesterday and subsequent referral from ActiveRain member Courtney Cooper. I received another referral from an agent who works full time in our office for a double transaction (listing their property next Saturday and a purchase). I put in an offer for an investor who immediately took a liking to me because I HEARD what they wanted.
Communicate effictively!
Give the consumer and your peers what they NEED...
Not what you THINK they want.
........By the way, I will tell the groomer (again) to stop putting bows on my doggie. She really doesn't like them. I guess she didn't hear me.
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Celeste "Sally" Cheeseman is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.
© 2007-2011 Celeste "Sally" Cheeseman's Hawaii Real Estate and Relocation Blog.
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