And how it can help your business

If you know Rachel likes to text, and Eli hates phone calls, it can help cement great relationships that will see you through multiple home purchases. I've talked about the importance of a great database here, but I can't reinforce it enough. But beyond a great database, how else can you ensure you're connecting with your clients?

Luckily, I've got a few easy suggestions on ways to connect with your clients emotionally. And luckily, they're just that - easy.

When a client walks into a home, do they walk gingerly on the old shag carpet? Not bother opening closets? Are their arms crossed the entire time? It should be clear already - they’re not interested in this home, at least not as-is. Stop selling the as-is features, and check in to see what they’re really thinking.

Sometimes easier said than done, but always important. Don’t just consider what your clients are saying - consider what they’re not saying as well. If someone is lamenting about the loss of outdoor space when moving from a house to a condo, but keeps reassuring you, ‘it’s fine, they’ll get used to it,’ they might be pleasantly surprised if you offer to show them a few houses, ‘just in case they’re interested.’ You’ll show your value, and they’ll appreciate your sensitivity and perception.

If you notice your clients only respond to your emails at night, or call you back when you text them, it could be an indication that they prefer to communicate in a different way. Follow their lead and mimic their style, and you may end up with happier, and more satisfied clients.

Consider starting any relationship, whether with buyers or sellers, with a questionnaire. See what their fears are, what they’re excited about, and what’s a priority with them. This also has the added bonus of protecting you and giving you the opportunity to ask about outstanding loans, home info, etc. Track it in your database so it’s always handy to reference.

When in doubt - ask. Instead of guessing on how your clients like to communicate, or what they value, ask them, and get a straight answer that helps both of you work better together. 

Looking for more ways to boost emotional connections with your client base? Let’s book a call and work together to create long-lasting client relationships.

It might be time to get digging

You do it for your dates, your daycare, and any home repair company - but when was the last time you searched your own name?

You can bet that any savvy client is going to do an in-depth online search, so it's important to beat them to the punch. But if nothing shows up, is that good, or bad?

Here’s my key pieces of advice for having a secure, yet prominent online profile - and what to watch out for. 

  1. Think you’re ahead of the game because nothing comes up with your name? Think again. If you can’t find you, neither can potential clients.
  2. Online reviews matter. Just like you’d check out a restaurant rating, it’s important to know what people are saying about you. Ask your clients to share their thoughts on working with you with an easy (automated!) follow-up email post-sale, and ensure those reviews are easily searchable online by linking them on your website. Make sure when someone searches Your Name + Real Estate, your website is listed. This is where having a unique name, or company name can come in handy, as well as ensuring you’re using the right search terms on your website and online profiles.
  3. Just because you untagged yourself from those embarrassing photos doesn’t mean they’re gone. Contact old friends on Facebook, Instagram, and any other channels, and get them to remove photos entirely if they’re problematic. 
  4. Keep things fresh. If you haven’t updated your LinkedIn profile in years, that’s a great place to start.
  5. Get your name out there. Whether through writing guest blogs, media interviews, or award listings, the more your name appears online for things you’re proud of, the more those hits will be featured over things like your high school graduation announcement your mom just couldn’t resist posting.

Looking for more advice on how to improve your online profile and overall business? Let’s talk.. Now - get searching!

Let’s talk self-auditing

There's nothing like a good audit to get your juices flowing, am I right?

Believe it not, no, I'm not joking. Completing a self-audit is one of the most helpful (and satisfying) tasks you can do, and one of the easiest ways to give your business a facelift while keeping costs low.

This process can seem overwhelming, but here are three great places to start.

  1. Gather all your materials and assets

As Marie Kondo knows, it’s tough to evaluate what you have if it’s not all together. Start by compiling all your materials, from your website, to your latest take-homes, to your online profile bios and any advertising materials. Are they all saying the same thing, or do they look like they could be from multiple agents? Do you have more materials than you really need?

  1. Ask for reviews

Your clients and coworkers might be your strongest critics, but they should also be your biggest advocates. Consider sending out an anonymous survey, or book one-on-ones (lunch should be your treat!) with a few trusted people, and find out what they loved - and didn’t love - about working with you. Did they find you emailed way too frequently? Missed sending them important listings? Or did they love how organized you were and how you took the time to walk them through something new? The important thing here is to look beyond some of your best relationships, or you’ll risk getting a skewed opinion - remember, this is about improving, not giving yourself a pat on the back.

  1. Find your biggest areas for improvement

The best place to start is with the things that will make the biggest impact. This could mean anything from redoing your marketing materials so your key messages are clear and look consistent, or it could mean revising your selling strategy. Don’t let yourself get sucked into the small changes that, while easier to make, won’t make an impact on your bottom line in the same way that more daunting tasks can. 

If you’re not sure where to start on a self-audit, or want a professional opinion on what your biggest improvement options are, book a quick call with me and let’s talk.

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