OUCH! Why Your Clients May Think You Are Lazy…

3 Steps to Changing Their Minds

 

 

We judge ourselves by our intentions and we judge others by their actions.  Well, what does that mean in real estate?

It means that mostly our clients or members of our sphere of influence are only seeing our family Facebook posts and/or perhaps running into us at Target.  (That always happened to me when I was just quick running to pick up just one thing—of course in my jeans and t-shirt—and they would catch me looking so unprofessional; I learned the lesson: you are always “on” as a real estate agent!)

 

In real estate, our clients simply do not see much of what we do as professionals.

Sadly, our industry has encouraged agents to brag about being in the top 1% of the industry rather than focusing on relaying the impact our service has on our clients.  So many people in our sphere of influence really have no idea of what we do or how hard we work.

What can you do today in order to convey the value of your service?  to convey to your people how hard you work for them?

1. SHOW the REAL IMPACT of your service. Make a list of the kinds of impact you have on clients.  This is NOT a list of just what you do; it is a list of how what you do impacts your clients.  For example, do you provide a simple analysis sheet to help your clients filter through the homes they are viewing and isolate their top choice?  How does this tool impact your clients?  It obviously helps them analyze or weed through the data to learn the market and then use the logic of the data to support their emotional buying choice.  Now how could you share this one little step with you sphere of influence so they understand how your service creates impact?  You could shoot a video explaining what you do!  Or you shoot a video interviewing a client who explains how valuable this was.
2. Create TRANSPARENCY in your marketing. Rather than sharing in your marketing why you are great, share what you believe in and share what you know reflects your professionalism.  People seek professionals in any area to be led through complexity.  Explain how you lead people!  Reveal what signals your high-level professionalism.
3. Over-COMMUNICATE. Over, above, beyond, too much.  You get the idea!  Many agents struggle to keep up with communications during a transaction (by the way, most of the time if your clients are calling you, that’s a great sign that you need more communication to lead them or call them before they call you).  Call more and/or e-mail/text more often than you think is necessary.  Convey to your people what you are doing and what is happening.  For most agents, if they would triple their communications, they easily receive more referrals.  With the rest of your sphere of influence, communicate with them every two weeks.  Yes!  Every two weeks.  This is a marketing touch and/or phone calls throughout the year.  Agents are often worried about marketing too often to their SOI and bothering people.  It’s the opposite worry that agents should have–agents should be worried that their clients are not thinking of them enough!

 

It’s amazing to think that our clients may actually think we don’t do much!  Especially because agents work very hard…

Raise your game!  Let your people know that you are the consummate professional!