Pope Francis laments the days when the local shop carried every item a household required under one roof and how that shop created the kind of bonds between retailers and consumers that have virtually disappeared in our ultra-consumerist world. Consumerism has become increasingly isolating and lonely, especially when so much can be purchased on line. As the world expands, volume is a driving force of markets. A small corner store simply cannot cater to the needs of massive groups of people. The concept of trust at the retail level has virtually disappeared, even in small towns. Buying or renting a home is one of the largest expenditures for most consumers, so how do we apply this bonding concept to this massive world and especially to the world of real estate?
Frankly, of all the consumer endeavors, I find real estate brokerage creates lasting bonds more than any other industry. I know of many agents whose lives have become completely intertwined with the lives of their clientele. They have become trusted advisors and confidants in so many ways. Helping a person find or sell a home is an extremely personal and intimate procedure and experience. Great agents who never abuse that trust, have the capacity to build very healthy longterm relationships with their clients. There is a tremendous payback for being a loyal, trusted advisor: These relationships are usually the source of most referrals.
So how can a real estate agent create a lasting bond with a client?
1) ALWAYS place the consumers’ interests first. Make them your top priority.
2) GENUINELY care and do the right thing….always.
3) LISTEN carefully and closely. Listen and learn. Read between the lines.
4) INTERACT regularly and consistently without a personal agenda. Your agenda should always be in the best interests of the consumer.
5) SURROUND yourself with equally trustworthy, kind, caring, considerate and professional agents. The company you keep is a reflection of who you are.
6) ITS PERSONAL: While real estate transactions involve huge sums of money and require careful financial evaluation, they are mostly personal and emotional. Empathize with your clientele fully and honestly. Always maintain a personal touch.
7) BE GENEROUS of yourself, your time, your resources and your professional expertise.
8) ANTICIPATE the needs of your clients before they do. This demonstrates caring. And professionalism.
9) HEARTS, MINDS AND EMOTIONS: consumers have these things. Don’t forget it.