Real estate transactions are stressful. They’re a big deal. They might not seem that way to you, but for your clients, the sale of their home and the purchase of a new home is a central occurrence in their lives often fraught with potential moments of anxiety and angst. Thankfully, they have you to guide them through the hurdles and alleviate their fears. 

Each time you work with a client you are doing FAR more than executing a transaction; you’re being given the opportunity to make a difference in someone’s life.

I invite you to stop seeing yourself as someone who closes deals and to begin seeing yourself as someone who makes a difference. Stop thinking about making a sale and start thinking making the process of buying and selling better.

As I stated before, real estate transactions can be really stressful to the average homeowner and homebuyer. One of the consequences of this stress is that clients stop doing what’s best. They get focused on the wrong thing. They buy the wrong home. They sell at the wrong price. They pay too much. They ask too little. They ask for too much. They sell for too little. They forget what’s important, what fits, and what they truly want and need.

In order to better serve, protect and support your clients, the secret is to take time to get to know them. Understand their needs and what it is they want to accomplish. You can make the biggest difference in their lives if you understand exactly what’s important to them, what their weaknesses are and where their strengths lie.

Part of your job, strangely enough, is to protect your clients from themselves but you can only do this though if you know them well.
 

My question to you…

How do you get to know your clients? What processes or systems do you have during client intake that really help you to dig deeper than their likes and dislikes and truly uncover their core values and key concerns?