Residential Real EstateCreating A Wow Experience For Buyers
With all the hype about housing information on the Web, virtual tours, web commercials and digital brochures, the bottom line remains the same….the lion"s share of buyers still traditionally work with a real estate agent to find property.
As the competition for buyer satisfaction continues to evolve, some simple steps can really move the experience to a new level. By adding a little preparation to their house hunting experience, the agent can create a highly enhanced experience. The difference proves outstanding results, your buyers will become walking and talking billboards expounding on your unique service level.
Today"s buyer is more interested in having a "good real estate experience" rather than an "experienced" agent. You can "kick it up a notch" by creating a strong distinction on how that buyer experiences their time with you. Check out a few ideas to help guarantee buyer loyalty, and to kick your services up a notch from
"mundane" to "magnificent"!
Fill out a detailed questionnaire during your initial appointment with your buyers to determine what their true needs and wants really are. Get the details, be enthusiastic and listen very well. They will appreciate your clear understanding of what they want and that you plan on showing them properties that meet their expectations and not the ones that do not fit their needs or wants. This singular factor is the number one complaint with buyers and agents that they have worked with!
Occasionally, you may want to show an available property in an area to show workmanship, location or to help establish a value prospective, but be careful not to invest too much of their time or energy showing them what they are not interested in.
Visit the latest websites that offer complete neighborhood information, including demographic statistics. The latest websites offer the appreciation factors of properties in individual neighborhoods. Check it out for yourself and WOW your customer by providing the types of information that makes choosing a new neighborhood easy and comfortable. The latest website to offer full neighborhood resource information is: http://www.NeighborhoodScout.com, and they offer the first few searches free!
Do your homework: After defining the interests and requests of your buyers, the next step is to assemble the information for their review. Be sure the information you provide is current, like the latest school reports, special educational resources, park programs, music classes, health specialists, etc. Providing this extra value to customers and clients is the key to profits and building a client for life database.
Be prepared! Your buyer is not interested in the dramatics of lost keys, unreturned voice mail messages from another listing agent, or excuses about needing advance notice to see a particular property. Do your homework and don"t add frustration to an already emotional event. Contact all listing offices to confirm the appointments, pick up keys in advance, pre-view the properties when possible and have notations on the show sheets to provide extra notes for your buyers.
Turn off your cell phone. Nothing is more annoying to a buyer than your spending time on the phone with another customer. If you are in the middle of negotiations, tell your buyer that you are expecting a call, but are limiting the calls to the ongoing offer. They"ll feel special if they know their time with you is theirs.
Check your messages frequently, but don"t have that phone ringing off the hook with other business, when they are expecting you to be listening to their needs and concerns.
There is no magic to making people feel special. Authentic concern and service will separate you from the pack in an instant. Statistics show that the businesses that failed did so because they treated their customers with indifference. Hardly a soul would spurn true concerns and the willingness to want to do the best with their interests in mind. Tom Peters has a great quote: "Get in your customers face and SERVE them to death." Offer a true distinction in service to your lucky customers and clients, the precious gift of your expertise, time and attention and you"ll be at the top of the sales game in your market.