August 10, 2017

How to make yourself invaluable to your real estate clients

As a realtor, you want your clients to have such a uniquely great experience that they come back to you in the future and rave about you to all of their friends. But when competing in a crowded market, how can you make sure you stand out? Here are four tips to get you started.

Have a referral network

Throughout the process of your clients moving out of their old home and into the new one, your customers will need a few things that you can’t deliver. But what you can do is partner with local suppliers — like a locksmith or moving service — and negotiate a discount for your clients when they use those services.

Even after the home-buying process is done, it’s not technically done for your clients. Once they’re moved in and enjoying their new home, they’ll still want to get everything perfectly attuned to their tastes. Similar to the supplier tip, you can create a list of local businesses and service providers that you recommend once they move in — for example, on a nicely-designed postcard (then you can even write a personal note on the other side of it!). A few ideas for businesses to include in your referral network are:

  • Interior designers and decorators
  • Gardeners and landscaping crews
  • Painters and construction professionals
  • Housecleaning and maid services
  • Local restaurants that do take-out and delivery

You can also reach out to these businesses and let them know you’re sending clients their way. Sometimes, the same people who need these services after a move also need them when they’re preparing to sell their house…so you might find yourself getting referrals from them, too.

Go the extra mile (after the sale)

Across all industries, one thing that businesses can almost always do better is client follow-up — real estate is no exception. In addition to making sure that your clients have the support they need after the purchase by referring them to local businesses, you can also:

  • Send thank you gifts and cards once the deal is closed (you can even combine this with the above tip and have, for example, a $25 gift card to a local food delivery service)
  • Staying in touch with your clients and seeing how the process is going
  • Sending small gifts or cards at later times, as you stay in touch (for example, a new baby or a wedding)

By doing this, you’re not only making it more likely for your clients to refer you to their friends, but you’re also making them more likely to come back to you in the future when they outgrow their current home.

Stay systematized

Buying a house is often stressful — it’s your job to make the process as smooth as possible. And that means you need to stay organized. The best ways to do that are:

  • Having a step-by-step system or checklist for the home-buying process, to make sure nothing gets overlooked (you can easily create task or project templates using free tools like Asana or Trello)
  • Keeping an up-to-date list of your properties with all the important details (the RPR app and ShowingTime can help with this)
  • Keeping up with a CRM system that has notes on what your clients are looking for and where they’re at in the process (Streak and Contactually would both work for this)
  • Having document templates on hand and making it easy for clients to e-sign them (assuming this is legal in your state; if so, DotLoop was created specifically for realtors and can help)

On their own, these are small things — but together, they take a lot of pressure off your customers and make their experience much more enjoyable.

Get the quote

When you do the work of standing out from the crowd, you’re going to have very happy customers. Make sure that you’re getting testimonials from these customers after their purchase is complete. Then, you can work those testimonials into your social media presence, quote them on your website, and even include them on your business card and other physical marketing materials. For more ideas on how to effectively use testimonials, head here.

Go the extra mile – create your referral postcards now  

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