Selling real estate is all about building relationships with your clients. If you don’t have clients who trust you, recommend you to others, and feel confident in your skills, you won’t have a good reputation as a real estate agent. The best real estate agents are good at developing relationships with their clients. If you put in the time, you will reap the rewards.

An agent and buyer sitting at coffee shop discussing homes.

When Selling Real Estate, Focus on the Client, Not the Sale

Selling real estate can be a numbers game. You build your leads, you count successful closings, and you calculate the best deals. But if you only look at real estate as a numbers game, you can actually harm your reputation as a real estate agent. Clients want to work with an agent that cares about their needs. To build your reputation as a successful real estate agent, focus on the relationship with the client, not just the numbers they can add to your total stats. Sometimes this means focusing on an immediate need, but other times this is a long-term investment. When you build a relationship on trust, honesty, and transparency, your clients will feel as though you know them as a person, and not as a transaction to process before moving on. Invest the time to get to know your clients as people so you really understand their needs.

Take the Time to Build Relationships in Person

Taking the time to build your online presence and be available to your clients through email and text is important for overall client development and time-sensitive questions, but personal relationships are built in person. When you are face-to-face, you can read tone, body language, and are more likely to see your clients open up and engage with you. Take your clients to coffee to catch up, meet your clients in person to go over their wish lists, and put in the effort to keep the relationship strong. You want to be their expert for all real estate counsel as the professional they can trust, but you also want to be someone with whom they can enjoy spending time. Real estate is stressful for both buyers and sellers, and some well timed fun and friendship can make a relationship flourish during the stress.

Clients Are More Than Just a Number

Meeting in person is a great way to build a professional relationship, but it’s not a daily activity. However, that doesn’t mean you should allow the rest of your communication to be digital. You can keep your communication verbal, even if you can’t meet face-to-face. Texts work great for quick answers and factual information, but so much information can be misconstrued when communicated through text or email. A lot of real estate is driven by emotion, and during a stressful time you can easily jeopardize a relationship by giving feedback on showings, negotiations, or other emotional dialogue via email. You will have much less room for misunderstanding when you can speak on the phone and hear the tone of your clients, even if you can’t see their body language. After a phone call or meeting, you can follow up with a summary in writing.

When you take the time to invest in your clients, you will find that your success as a real estate agent grows. Your clients are everything to you as an agent, and by building relationships, you will keep your business growing and thriving. We are always looking for talented agents to add to our team. If you’re interested in learning more about a real estate career, contact Amberwood Real Estate today.