Creating a relationship with your clients is an integral step in turning a lead into a sale. Building rapport, a relationship of mutual trust and respect, is a longstanding and valuable sales technique. With the current technological trends of today’s real estate industry, it has become necessary for many agents to reach out to their clients, and establish relationships in an online environment. We’ve listed four easy ways to establish your online presence, and build rapport with your clients.
About Me Page
A good ‘About Me’ page lets the client know more about you, adding a face to your name, and letting your personality show. A professional headshot will go a long ways, so smile! Don’t forget to include the five W’s (Who, What, Where, When & Why) when drafting your page.
A regularly updated blog helps to establish a presence in your area. Each post is a communication with your client that serves the purpose of giving them more information and keeping your name at the top of their mind. Social media can also assist with this and is rapidly being adopted by agents when communicating to their clients online.As a side benefit, regularly updated blogs can work wonders for your search engine ranking. Want an even higher search engine ranking? Take a look at Search Engine Optimization (SEO) or head over to our M.A.T.E department for more information.
Customized Home Searches
Creating an automatic home search is probably one of the easiest ways to provide recurring value to your client. Establish the client’s criteria and set up an MLS search that notifies them every time a new property within their parameters hits the market. Take it one step further, and provide personal feedback on those properties. Make it easy for the client to mark their favourite properties, and contact you for showings. Our Home Hunter feature in globalWOLF is an excellent example of this type of system in action.
A lot of today’s communications have moved from in person and over the phone to emails. When emailing your clients, be professional and pleasant. Use their names instead of generic greetings, and keep the smiley faces to a minimum.A great technique in quickly establishing rapport is ‘mirroring’. This is done by subtly matching a client’s behavior. For an in-person meeting, this would involve using similar gestures and posture. When on the phone, it is common to match a client’s tone and energy level. A lot of this unavailable in an online environment, but mirroring is still possible by matching the structure and tone of a clients email.
With technology becoming more prominent in our lives, it’s important to investigate new avenues of communication with our clients. Effectively building rapport makes a client more responsive and establishes a relationship that may be the edge you need in getting that sale.