Just who are you, anyway?
Unless you’re getting in touch through a rock-solid referral, that’s the question every prospective client will have in the back of their minds when they meet you. Who are you? Are you trustworthy? Are you easy to work with? Are you the right real estate agent for me?
First impressions matter. Consciously or not, your prospects are evaluating everything about you during your first meeting, from your handshake to your business card to your marketing plan.
- Up to date marketing materials. There’s certainly value in experience and longevity, but you shouldn’t try to communicate that through real estate business cards with a photo that’s out of date by 15 years, or that don’t even list an email address in your contact details. As much as clients value experience, they also want to know that you’ll be easy to get ahold of and able to use all the latest tech tools to locate or sell their property.
- Impeccable organization. Buying and selling real estate is a complicated process. You don’t want to be fumbling through comps or misplacing contracts when you meet with a potential client. Something as simple as a set of transaction folders can help you ensure that both you and your client have everything you need to make the sale as quick and painless as possible.
- Comprehensive market knowledge. In order to close the deal, prospective clients have to trust that you know your stuff. Too much information can get overwhelming, but it’s always a good idea to have additional comps or market analysis information with you in case a prospect asks more in-depth questions.
- Timely follow-up. It’s amazing the number of sales that fall through because after the initial conversation, the real estate agent never follows up, or doesn’t get in touch for weeks. A first meeting starts the process, but if you don’t follow up you’ll lose momentum. No matter how busy you are, make time in your schedule to follow up with previous leads. Even if they weren’t ready to buy a house or put theirs on the market, you can always send them a real estate postcard to keep in touch.
These four tools may seem simple, but they will set you apart from the majority of your competition. Keep them in mind as you meet with new leads, and watch your conversion rates climb.