When it comes to your business, do you tend to act – or react?
Your clients have a lot of questions when it comes to real estate – they’re looking to you to be the expert. Are you being proactive enough when it comes to anticipating their concerns and addressing their questions? Or do you wait for them to come to you with issues before you speak up?
When you learn about a hot lead, do you follow up once and then leave the ball in their court? Or do you look for opportunities to reach out, send them information about the market, see if they’re ready to move forward?
If you’re not accustomed to being proactive in your day-to-day life, it can be tricky to jump fully into the mindset you need. Luckily, it’s easy to start small:
- Put a real estate car magnet on your main vehicle, and wear a name badge regularly. That way, people will know who you are and what you do without you having to wait for them to ask.
- Make a plan for reaching out to prospective clients, and stick to it. Consistency is key! Whether it’s a direct mail campaign or placing real estate door hangers in person, you absolutely have to follow up with your list on a regular basis.
- Prepare several presentation folders with the information you most commonly hand out to your new clients, as well as document holders with pre-closing information. Uncertainty is the root of fear, so if you can help your clients anticipate the timeline and next steps in the process, they will feel much more confident about making the
deal.
Being proactive about staying in touch can go a long way toward ensuring that your prospects and clients see you as a reliable source of expert information, and someone they can feel confident about working with.