What does your dream client look like? Who are their friends, where do they spend their free time? These are all questions you should be asking yourself. You will find that your dream clients will be connected in different social groups, networks, organizations, and in a number of diversified ways. It’s very important that your reputation precedes you and that it’s an accurate reflection of who you are as a professional. Be active and do the extra things to build your reputation so that you can ultimately earn a testimonial from your clients. Go above and beyond, so that you can get that referral or obtain business through word of mouth. You should have a long list of testimonials from every single client, as well as, a relationship.
For example, I had a client that I represented on the sale of one home and the purchase of another home. We had run into some complications with the foundation and water line within the home that the couple wanted to buy. In order to reassure the couple of the issue I called an inspector as a usual protocol, but I also climbed down in the crawlspace two or three different times to check out what was going on. This showed my client that selling them the house was my top priority and that I was willing to personally make sure everything was running smoothly. They tell this story over and over again and always comment on how impressed they were that I was willing to follow up with the inspection by physically checking myself.
I was just trying to move the transaction along so that we could take the next steps in the process, and it’s something my clients greatly appreciated. These are the types of favors that will stick with your clients. Going above and beyond, or going the extra mile will always resonate positively with your buyers and sellers.
If you obtain a new listing, you want to make sure that you are familiar with the area, as well as, all the contractors or inspectors nearby, so you know who to call without wasting time. If you’re trying to break into a new community or a new area you want to have an understanding of everything involving that community, as well as, the architects, the builders, and the developers.
When people ask you who the architect was or which company helped to build the home, you can give them a true answer and maybe even share some background about them. This demonstrates to your buyers and sellers that you are not only a member of the community, but you are an active member of the community with strong relationships with people in the real estate industry.
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