Last Updated on
Real estate brokers should always look to build customer loyalty, as this leads to multiple sales. This is not an easy task, but here are some tips for this endeavor.
One of the most important factors in achieving success as a real estate broker is building customer loyalty, as this allows each broker-customer relationship to lead to multiple sales.
Building customer loyalty, however, is not an easy task, and it takes a significant amount of time. For customers to keep investing their hard-earned money in real estate, brokers will likewise need to invest effort and time in their clients to cultivate their relationships into blooming partnerships.
Here are some things that real estate brokers should always keep in mind for the purpose of building customer loyalty.
The first step in building customer loyalty, and in any professional relationship for that matter, is maintaining open and honest communication between real estate brokers and customers.
To make a sale, real estate brokers will need to communicate why customers should place their trust in the properties they are offering, as well as in the brokers themselves. A complete presentation of what brokers can offer clients and how they will meet their needs will get the relationship on the right foot and will show customers that the brokers have the necessary knowledge and skills to become trustworthy partners in their investments.
However, real estate brokers will need to maintain honesty at all times. All the necessary information regarding properties should be divulged, and promises should only be made if brokers are willing and have the capacity to fulfill them.
Lastly, communication is a two-way street. Real estate brokers should listen to the preferences of their clients at all times, and answer all the questions that they may have. This will allow customers to become more comfortable with any investment decisions that they will make.
In addition to sharing all the information that customers may have on specific properties, brokers should also serve as valuable resource persons for the real estate industry as a whole.
One example on how brokers may share their knowledge in real estate is through a professional blog, where they can publish content on trends within the industry. The more popular way of sharing resources, however, is through a social media account, where brokers may also maintain their listings for easy access to potential clients.
As an added bonus, maintaining an online presence will allow brokers to appear more often in search engines. The blog or social media account would serve as a good advertisement for the brokers, as they reveal that they are not only knowledgeable on the industry, but that they are also willing to help those who want to get involved in it.
The real estate industry is constantly changing, so brokers will need to keep themselves updated to use the latest methods in addressing the needs of their clients. Outdated methods will not only fail in helping customers, but they may even harm them.
There are various real estate conferences and refresher courses being offered around the year, and brokers who want to show that they are worth trusting will need to invest in continuing education.
Brokers who maintain blogs and social media accounts will also be better equipped to share information if they know the most recent developments in the real estate industry.
Be Professional and Personal
Real estate brokers should always act in a professional manner when conducting business with their customers. Brokers should maintain a high standard of respect for their clients, and should never confuse the broker-customer relationship as a casual friendship.
However, this does not mean that brokers should function like cold, lifeless robots. A simple thank you note or housewarming gift for a closed deal will not only show gratitude but also genuine joy for a family who have found their new home.
Go Beyond The Sale
Relationships between real estate brokers and their customers should not end once a contract is inked with a signature. Brokers should keep track of their clients and check in every once in a while to see if they can provide any additional assistance after the sale.
Some brokers shy away from asking for referrals, but this is an important part of building customer loyalty. Brokers who have proven to be very helpful to their clients should be confident enough to ask for leads for new customers, which would greatly increase their network and result in more sales.
Sources: The CEU Group, Stepps, Customer Think, Inman,
Read our previous broker article to help you with your real estate business.