You know perception makes a difference and that first impressions matter. That’s what you tell your clients, isn’t it? After all, you want them to boost the curb appeal of their homes and let prospective buyers envision their future in these properties. So now it’s time to take your own advice to heart in your career.
“Make the most of yourself, for that is all there is of you.” ~ Ralph Waldo Emerson
Here’s how perception affects your real estate career:
Make a Good First Impression
Just like the outside of a home, your appearance says something about you.
You want your clients to see a professional who understands their wants and needs and can get the job done. Start by understanding who your clients are and what they’re looking for, and then match the occasion.
For example, if you sell a majority of properties in the country, you might want to wear nice jeans and cowboy boots, and drive a larger vehicle with tires that can stand up to mud and dirt roads.
Alternatively, if your real estate career has you traversing more urban areas, wearing a skirt or slacks and driving a vehicle that gets good gas mileage might be more appropriate.
At the end of the day, make sure your clothes, hair, vehicle and office space all make a good first impression with your clients.
Show Off Your Know-How
Your clients have access to a host of information with just a few taps on their smartphone.
With that in mind, you need to show — and continually remind them — you’re a go-to industry expert.
For example, explain to your clients that you:
- Uunderstand fluctuations in the market
- Where to find the best homes in their price range
- How to manage interest rates
- Contracts and negotiations
- Other aspects of the home-buying process
Of course, you aren’t just there to show your clients a few prospective homes; rather, these clients have put their time, trust and energy into you to help them find their dream home for the best price.
That’s why your clients should be able to immediately discern whether you know your stuff and that you’re the best man (or woman) for the job.
With that in mind, get to know and show your clients you understand their needs and wants, and that you will use your skills to achieve their goals, which is something a smartphone simply cannot perform.
Demonstrate Your Value
Perception doesn’t stop after the first impression.
Once you have your clients in the door, you need to show them they made the right decision. Average is not good enough, so you need to go above and beyond the normal duties to demonstrate your worth and value.
For example, don’t just merely show a host of homes to your clients; rather, explain to them the pros and cons of each property to demonstrate you’ve done your research.
If your clients provide you with a list of needs and wants, make sure you’re able to check off all or a majority of those requirements with each house you visit.
When it comes time to put down an offer, don’t merely give your clients a suggested price to lob at the current homeowners. Rather, help them negotiate the contract and other fine details.
Furthermore, be there for your clients — and follow the golden rule — by treating them how you would want to be dealt with by a real estate agent. In the end, the more you exceed their expectations, the more likely they are to return to or recommend you to other potential clients.
With websites and apps dedicated solely to real estate — and, more specifically, finding the home of your dreams — many people may wonder why they need to rely on an agent in the first place.
Despite a wealth of technology at people’s fingertips, many find comfort and solace in partnering with a real estate agent to find their next home.
That’s why first impressions are everything, and why making a positive impact from the outset not only creates a sense of trust, loyalty and camaraderie, but also helps you to easier locate the perfect home for your clients. In the end, that’s the best way to grow your business.
That is how perception affects your real estate career.