4 Easy Ways to Build Relationships With Your Clients
Successful business is built on relationships. In real estate, you need to know what your client is looking for, what they want and the type of person they are so you can provide as much value as possible. I work hard to learn as much as I can about my clients, and if I do my job right, I often end up building long-lasting relationships with clients.
1. Ask questions
I created an All About You form that I would give to buyers and sellers so I could find out a little more about them. The form was a standard procedure. I certainly didn’t want to be invasive but I did want to know the basics. There are a couple of ways this form is incredibly helpful. First, it gives me an idea about who they are and what we might have in common. Maybe we have a similar hobby or perhaps they love a restaurant that I haven’t been to but I’ve been meaning to try. Second, it was a great resource when I wanted to send them a little something for their birthday or anniversary.
2. Invite them for a drink
Take a minute today to call your current or favorite clients and invite them to meet up for coffee or a drink. As much as an email check-in shows that you are thinking about them, you aren’t actually getting to know them any better. Take your client out and have a nice conversation, no strings attached. This isn’t a sales pitch or a date. It’s an opportunity to have an authentic conversation and legitimately get to know your client better.
3. Accept feedback
Give your clients the opportunity to give you feedback on what they loved and didn’t love. Check out your reviews on Yelp. Oh, you don’t have a Yelp page? Get on that! It’s easy to set up and it is one of the first places people go to get reviews. Send an email to your past and current clients and ask them to leave you a review.
4. Know the demographics
Getting to know your customers doesn’t have to be all about getting to know them specifically. It’s important to have a well rounded perspective of what current and prospective clients want. Staying up to date is a great way to have your finger on the pulse of your community. When was the last time you looked at the real estate statistics in your region? Don’t assume that your experience is necessarily the norm. Make sure to connect with your local lender for community specific information. You can also look to your state association for month and yearly trends.