The real estate market waxes and wanes, as we’ve seen during the COVID-19 pandemic — and when it waxes, there’s a lot of money to be made. Real estate professionals need to not only take note when interest surges (and prices surge) but also respond accordingly, upping their efforts and finding ways to impress clients. If they won’t (or can’t), then they’ll inevitably lose ground to their competition and struggle to get back into contention.

In this post, then, we’re going to cover some of the core ways in which real estate agents can set themselves apart during boom periods, increasing the value of their services and earning the kind of client loyalty that pays off in the long term. Let’s get started.

Partner with relevant service providers

A real estate company only covers one piece of the puzzle when it comes to buying a house. A prospective buyer might need financial advice, will likely need financial assistance in the form of a mortgage, and will need further support after completion for things like moving or insurance. And while a real estate professional can’t be expected to deliver those services, they can provide relevant recommendations — and even discounted rates through partnerships.

Imagine being a shopper on the cusp of buying a house. There are property management insurance companies dedicated to finding an insurance solution for your property, and you can find them online easily enough — but what if you make a bad choice? Now imagine that your chosen real estate company has a strong recommendation for you and can even get you a cheaper rate. If you trust them, you can trust their pick, saving you time, effort, and money.

Advise them to wait if necessary

The salesperson’s instinct is always to push for a purchase. Now is the time to act. Don’t delay, don’t reconsider, don’t dwell on alternatives: make your choice now and don’t look back. This is often a good thing, particularly when prospective customers are second-guessing themselves, but it’s also self-serving in a transparent way.

Due to this, if you’re a real estate professional, the better option is to advise clients to wait if they can’t find the right properties or just don’t feel comfortable. Telling someone to wait runs the risk of losing a sale, but it shows that you’re actually invested in getting them a good outcome, and that will matter more in the long run. They’ll be likely to stick with you for their eventual purchase, and they’ll trust your opinions more down the line.

Offer convenient online resources

Even if the COVID-19 pandemic clears up entirely in the near future (however unlikely that seems), there will still be many people who don’t want to return to the old ways of doing things. When it comes to real estate, they’ll want in-person visits to be optional. Finding the time to visit properties can be frustrating, after all, particularly if you think you’re unlikely to want them.

Providing online resources including comprehensive property documentation and virtual tours (using 360-degree video to support VR headsets) is a great way to earn goodwill, then. It’s all about giving people options so they can proceed in whatever ways they prefer.

Come up with some off-the-wall picks

Lastly, it’s worth taking into account that the working-from-home revolution has fundamentally changed what many people need from their homes — even if they’re not fully aware of it yet. If a client tells you what their needs and preferences are but you notice that they don’t fully gel with their identified house requirements, consider throwing in some suggestions that might get their attention. Don’t focus on them, of course: you still need to respect their provided requirements. Just mention them in passing to see how they respond.

If you’ve been told to look for places in the city because high-speed internet access is crucial, but you know of some houses in the countryside with exceptional connectivity, put them forward as contenders. The worst-case scenario is that the client isn’t interested, and even if that’s the case, they’ll likely still appreciate the additional effort you put in.

Categories | Article | Fundamentals
  • Contributor

    We believe in the positive, life-changing impact of real estate investing. Our mission is to help investors achieve their goals to build wealth, better manage time, and live a life full of purpose.

Related Posts

0 Comments

Submit a Comment