“First Impressions are usually most lasting, most difficult to remove – most certain.” So said Joseph Bartlett in his 1810 volume on Aphorisms. You might think that in the 200-plus years since his book was published, people have learned to alter their initial impressions. In fact, recent studies have shown just the opposite – first impressions tend to remain relatively stable once they’ve been made.
If you’re planning a meeting with a potential client, your first impression will almost certainly determine whether they do business with you. Want to make that impression count? Follow these four guidelines to make sure your start off on the right foot:
Gather your tools. When you meet with a prospect, you want to show them that you’re smart and organized and you’ve done your research. Make sure you have all of your comps, contracts, and other paperwork ready to go – preferably in a presentation folder so everything is right at your fingertips. If you really want to present a polished appearance, offer your clients copies of any paperwork they need to hold on to in customized real estate presentation folders with your information right at hand.
Anticipate their questions. If you’ve been a real estate professional for just about any length of time, you have a good grasp on the most common questions that buyers and sellers ask when they meet with an agent for the first time. But if you really want to stand out from the competition, try to learn as much as possible about your potential clients before you meet, and anticipate any specific or unusual questions they might have about the process. Showing yourself to be a thoughtful and knowledgeable agent is one of the fastest ways to earn a client’s trust.
Calm their fears. Buying or selling a home can be a worrying, confusing process. Don’t let prospects feel the fear! Build their trust by assuring them that you understand the process inside and out, and are always available when they have questions and concerns. Make sure that you finish the meeting by letting them know what the next steps are, as well as the timeline for hearing from you again.
Don’t leave them empty-handed. If you’ve handled everything well in the meeting, you should have either a sale or an extremely strong prospect to follow up with. Whether or not a contract was signed, you want the aftermath of the conversation to leave your potential clients feeling just as confident about working with you as they were during the meeting. In addition to leaving several business cards, consider offering a more substantial leave-behind. A broker folder or home owner’s document folder can be a great way to help clients feel organized and in control of the process.