Setting client expectations early on into a business relationship is vitally important. If you don’t, you could well end up with a dissatisfied customer, even though you’ve gone out of your way to please them.
As a result, it’s essential that you discuss the entire real estate process with your client during the early stages of your relationship. Give them information on how you’ll be contacting them and do everything you can to help them understand your role in the process.
Be sure not to over exaggerate your role and don’t over-promise to keep them happy, as this can land you in hot water down the line. Instead, set realistic expectations and you’ll help promote trust and confidence in your abilities. Here’s what you can do:
Make a Clean Distinction Between Needs and Desires
A large part of your role as a real estate agent is to separate your buyer’s needs and desires. Although many head into the real estate process thinking they know what they want, the opposite is often the case.
Talk through what they’re looking for and help to make distinctions between what they absolutely need and what they’d like. By doing this, you’ll be able to target your work and meet their expectations.
Delve Deeper into the Information You have
Take a look at the information your client has given you then take a few extra steps. Consider any influential and aspirational factors that match with the needs that they’ve set out.
From here, you’ll be able to develop an idea of what their perfect home looks like. For example, if they’ve told you they want a massive outdoor space on their property, the truth is they could just be looking for a secure space that their kids can play in. If they’re looking for a large kitchen/dining room space, they might just be looking for a way to spend more time together as a family. Above all else, don’t be afraid to ask questions and suggest options that they might not have previously considered.
Ask the Right Kinds of Questions
If you don’t get the information you need, there’s no way you’re going to be able to do a good job. In order to get the kinds of properties your client is interested in, you need to ask the kinds of questions that will build a clear picture of what your client is looking for.
Make your clients feel at ease and be sure to listen to them, but also be direct in your questions and ensure you get the information you need. You should also ask them about any past experiences they’ve had with real estate agents, as this will help you to learn about the types of behaviours they like and those that they don’t.
Educate Your Clients
There’s a lot of bad advice floating around in the real estate space, and it’s your job to make sure your clients don’t fall into the trap of being misinformed.
Speak with them in simple terms about the state of the market, what their options are and whether the timeframe they’re working with is realistic. It might be a difficult conversation, but they’ll appreciate your honesty in the long-run and trust you far more than if you just tell them what they want to hear.