The 3 Qualities Every Team Leader Must Have in Real Estate

Building a team is part of the growth and development of a business.  And as you build your team, with your vision leading the way, growing pains and operational challenges associated with managing people can be road blocks in the way of success. Chances are the initial phases of team building will mean working more and investing resources in others. So understanding how to better manage your team is a critical step.

In this blog post, we’ll cover the three key qualities necessary for team leaders to best manage personalities and ensure productivity. If you’re one of those TL;DR types, and you’re going to be leading a team in 2019, then start your seven-day free trial of AgentEDU today to watch the full “How to manage your real estate team” course.

 

Vision

To start, think about what you see as the future of your team. As a team leader, your success will come when you can run a business that fulfills your vision. Finding and leading other personalities in line with that vision will make you a successful manager. Shifting your role from agent to team leader can mean making compromises while you work to develop your management style and mindset. This doesn’t mean you have to change your perspective – in fact you should be certain your vision is clear. However, the shift in roles may require you to operate differently than you have in the past.

The mission, and strategic and operational vision of your business are the foundational elements necessary for you to achieve success. Have them in place before you build your team and ensure that each team member is well versed in how you plan your business to run. Share your vision with your team members and hire personalities that will complement and strive to engage that plan and make it their own.

 

Trust

Often the most difficult skills in the transition from agent to team leader is to learn to let go and delegate responsibilities. But in order for your team to embrace your vision, you have to show them that you believe in them. Carefully outline responsibilities and expectations around client services and then trust in the people and policies you’ve put in place to fulfill them. Once your expectations are communicated and team members have been trained, lead by example and coach team members only when necessary.  Focus on positive reinforcement, rewarding good work with compensation and recognition. This will help build trust between the team and you and will demonstrate your commitment to a team structure. This commitment will serve as a key contributor to the long-term success of your business.

 

Clear Communication

Developing and maintaining clear and effective communication channels with your team, between team members, and with customers will help you showcase your commitment to the success of a team model. Share your vision, goals and processes with team members early in the relationship and lead by example, soliciting and exchanging feedback regularly. Host and attend sales meetings, as well as one-on-one and less formal gatherings.

Your primary goal is not to be best friends with every team member. Rather, you should strive to serve as an example of how to communicate as a team, with your vision at the center of every interaction. Reward team members for assisting others on the team for the good of the business.

To learn about how to lead a real estate team and achieve new levels of success in 2019, start your free 7-day trial of AgentEDU today and learn the skills needed to make the leap in the new year!

Read More

The 3 Types of Brokerages You Need to Know Before Starting Your Own

If your team has grown to the point where your brokerage isn’t contributing to your success, you may be thinking about striking out on your own. The risks and uncertainties involved with starting your own brokerage may keep you from taking the leap. But leaving your brokerage behind may open up significant opportunities for professional growth and financial gain.

In this blog post, we’ll be reviewing the different types of brokerage models to help you decide what might work best for you to serve your customers and ensure success for years down the road.

If you’re one of those TL;DR types, and you’re thinking of starting your own brokerage in the new year, then start your seven-day free trial of AgentEDU today to watch the full course, “Are You Ready to Open Your Own Brokerage?

 

Traditional brokerage

In a traditional brokerage model, agents typically leave their current brokerage and start a new one. The business owner or lead agent takes on the responsibilities associated with leading a business in addition to their duties as an agent. Your brokerage can specialize in a type of real estate, such as new construction or luxury homes. As you grow and develop your team, you’ll receive a portion of the sales closed by each agent that works under your brokerage.

Owning your own brokerage will allow you to implement new ideas and deliver results to your clients under your vision.

There are great rewards and great risks in starting a brokerage. You assume the amount of work and the cost required to manage a business. Even the most successful, hard-working agents can underestimate the commitment needed to open their own traditional brokerage.

But you will be free from the bureaucracy of the “big box” brokerage, and have the ability to adapt and make changes more quickly based on the climate of the industry and your particular market.

 

Franchised brokerage

You also have the option of buying and running a franchise of another brokerage. As the owner of a franchised brokerage, you will represent a well-known brand, have a built-in support system and work within the system of the larger organization.

There will still be rules you’ll need to follow and requirements to meet. You’ll need to pay for training, support and other resources for your office and for your agents. You’ll need to pay ongoing percentages of revenue — likely 5 percent of your gross revenue — for sharing in the brand.

To determine if buying a franchise is right for you, you’ll need to consider the market share of the brand, the required fees and the potential for sales. Just like starting a traditional brokerage, you’ll need to be prepared to handle the day-to-day operations: business planning, acquiring and training on new technology, and hiring additional agents to grow your team.

According to Entrepreneur magazine, franchises are more likely to succeed than independent startups. There is much less risk involved in owning a business that has already been established and is well known in the industry.

 

New, nontraditional brokerage

New, nontraditional brokerage models emphasize small teams and partnerships that share resources to maximize efficiency. Nontraditional brokerages may share work spaces, administrative staff and office equipment to save money and maintain profits.

Within the team-based model, specialists are designed to handle specific duties within the team. Each team member focuses on a particular specialty and communicates with the rest of the group based on this role. Each sale is integrated within the team.

New models in any industry often take time to adapt and change to best fit the climate of the market. A nontraditional model may work for you, but you’ll have to consider the management style that will work best for your agents. Once you’ve achieved administrative planning and success, the team-based on model may bring unmet client service standards to your customers.

A nontraditional model gives you the opportunity for greater reach for marketing, networking, lead generation and sales [How?]. The strength of this model lies in your team being able to drive referrals based on excellent customer service. The focus is always on retaining and growing current agents within their specialty, and ensuring collaboration within the overall team.

No matter what you decide, owning and running your own business can be both challenging and rewarding. Those who are up to the challenge are usually in for an interesting path to success.

To chart your own path to success in 2019, download your free business plan template and start your free 7-day trial of AgentEDU.

Read More

3 Steps to Handling a Low Appraisal

Receiving a low appraisal can be frustrating. If you’ve done the appropriate research and if all the parties agreed to the price, then it can’t be too far off base, right? So what options are available to you if the appraisal you received isn’t what you and your client expected?

If you’re one of those TL;DR types, then start your seven-day free trial of AgentEDU today and watch the full course, “How to Handle a Bad Appraisal“.

Here are three steps to handling a bad appraisal:

  1. Try to get the appraisal adjusted. Before taking this route, be sure to let your clients know that it’s difficult to get an appraisal changed. You can ask the appraiser to return, provide additional information to support your own findings, or have the lender send out a different appraiser take a look, but this is an extra expense and rarely yields positive results.
  2. Apply for a loan with another lender. Another route you can take is to have the buyer apply for a loan with a different lender. There may be new fees incurred, but if you’re sure that the appraisal was simply wrong and you can’t get it changed, this may be the best way to get the property reappraised and produce a more favorable outcome.
  3. Have the clients agree to a new price. You may have to ask your buyer to agree to a new price or put in a higher down payment, or ask the seller to lower the price to meet the appraisal results. If you’re representing the buyer, you may want to try to get the price renegotiated. Putting the price in line with the appraisal can be a chance to get a better value for your client. If you’re representing the seller, your goal is to get the buyer to make a higher down payment — because the lender is really only concerned with the amount of the loan, not the total price of the property.

These negotiations can be tricky, and both sides might have to give a little. What happens will depend on the market and how motivated the buyers and sellers are. But at the end of the day, the most successful agents avoid this situation by having an appraisal strategy already in place.

To learn more about how to overcome a bad appraisal and how to make the most of the appraisals process, explore our Appraisal track at AgentEDU.

AgentEDU features more than 70 different courses, each designed to teach agents the best practices for every situation. From daily core skills to high-level negotiations and everything in between, AgentEDU helps agents become top producers with increased earnings and a plan for continued growth.

 

 

Read More

4 Ways an Assistant Markets a Listing

Attracting qualified buyers is one of the most important skills that sellers will expect from their agents. An assistant can be extremely useful in helping agents with this essential task. In this blog post, you’ll learn four ways an assistant can help marketing your listings.

If you’re one of those TL;DR types, then start your seven-day free trial of AgentEDU today and watch the full course, “An Assistant’s Role in Marketing Real Estate Listings.”

 

Traditional advertising

In many cases, traditional media is still effective for the real estate business. For example, use postcards to let neighbors know about a new listing or a recently sold home. This offers market information, plus exposure for listings and the agent. Make sure the photos look great, the message and the call to action are clear, and that your agent’s brand is properly reflected.

Print advertising is effective in certain markets, but not in others. Online advertising allows potential clients to click through the ad to the agent’s website or email. Also: Don’t forget to look into marketing opportunities on syndication sites like Zillow. These can help with lead generation. Ultimately, advertising works best when you know who your target market is and how to best reach them.

 

Social media

Facebook, Twitter, Pinterest, Instagram and Snapchat are among the most popular social media networks, but additional networks may emerge and you’ll need to be ready. The idea is to keep your company relevant and useful. If you can find a specific angle that can bolster your brand, all the better. Create an editorial calendar planned three months in advance so that you can map out a strategy and use analytics to optimize and refine your message.

 

Surveys, testimonials and reviews

A completed transaction is not the end of an agent’s relationship with their client. It’s a good idea to send a survey to clients after a transaction is finished to let them share the pros and cons of their experience with your agent. This information is useful to agents so that they can make improvements to their systems and services. It’s also a low-pressure tactic used to ask for a testimonial and an online review. In order to create and send a survey, you can use a simple, expensive third-party service.  And getting testimonials and reviews on sites like Yelp can help an agent attract new clients and stand out from the competition.

 

Get involved in the community

One of the best ways for agents to market their business is by having an active presence in their communities. Assistants can be on the lookout for what’s happening in the local area.

  • Attend community meetings
  • Visit festivals and entertainment events
  • Consider volunteering at the local school
  • Sponsor neighborhood programs

You can keep track of event opportunities for your agent and maybe even attend some of them yourself. They will give you the opportunity to meet potential clients and share more about your business while having a little fun along the way.

Selling homes is just one part of an agent’s business. It’s just as important to ensure that your agent will have a steady stream of business, and that your agent’s brand is professional and visible within the community.

 

To learn more about a real estate assistant’s role, start your free seven-day trial of AgentEDU today and explore our 8-course track dedicated entirely to training assistants in the unique needs and demands of the real estate industry.

Read More

10 Simple Ways to Prepare a Listing for an Open House

Preparing a home for sale can make the difference in market time, price offered, and overall satisfaction of your performance as an agent. This task is too important to take lightly or to leave up to the sellers. Your goal is to prepare a listing so that potential buyers create an emotional connection to it. In this blog post, we’ll cover 10 simple ways to prepare a listing for an open house.

If you’re one of those TL; DR agents, then click here to start your free seven-day trial of AgentEDU and watch our two-part course, “Preparing Listing for Real Estate Market.”

 

The first step in preparing a listing for market is to advise the owners on how to clean and reorganize so that they make sure the home looks its best. Eliminate clutter and storing personal items will help you make an impression with potential buyers.

Your sellers will need to be on board with these recommended changes. The home may need paint, repairs and additional staging. Even rearranging or removing some of the home’s furniture can make a big difference. Sellers have to understand that an attractive presentation means the home will sell faster and for more money. Walk through new construction model homes to get ideas.

Here are 10 affordable and easy steps every agent can accomplish before a showing.

  1. Clean the house from top to bottom. Wash baseboards, nooks and crannies to make everything look fresh and new.
  2. Change out light bulbs, make them match and dust them off. Keep all lights on during showings, including closets and under-cabinet lighting.
  3. Remove clutter, including personal items and furniture that make rooms seem smaller.
  4. Patch and paint all cracks and holes in the walls. Get rid of outdated or strong colors and go for neutral paint.
  5. Curb appeal is paramount. Clean outdoor areas of debris from last season and store any decorations.
  6. Remove curtains and other obstructions to let as much light in as possible.
  7. Remove seasonal clothing from closets to show more space. Make sure all the hangers match. Closets and storage space should look as large as possible.
  8. Scour shower doors, change toilet seats and clean out drains.
  9. Clean out and dust all vents.
  10. Add healthy, robust potted plants – take out the fakes.

 

Once you’ve completed these steps and given the home a makeover, you’ll notice a big improvement – and your potential buyers will, too.

To learn more about how to prepare a listing for an open house, click here to watch the two-part course and start your seven-day free trial of AgentEDU today!

Read More

10 Questions Every Agent Must Answer to Determine Quality Leads

Now that you’ve spread the word about your real estate skills, you’re going to get a number of inquiries. While it’s great to have folks contact you and increase your database of leads, the real goal is to convert these leads into clients.

Before you invest too much time and energy into a lead, there are a few things you should find out about them. If you’re a TL,DR agent, then click here to start your seven-day free trial of AgentEDU today and watch the full course, “Converting Real Estate Leads.”

First, you need to know if they are qualified leads. Do they really plan to buy? Can they afford it?  Can you help them? Here are 10 great questions to get the conversation going, and also help you find out how likely it is that this lead will turn into something more.

Question 1: Name?

The first thing you need to know is their full name. Take note of this information so that you can properly store it in your CRM system.

 

Question 2: Email address?

Email is a really great – and free – way to keep in touch. Keep your lead’s email address handy for future communications.

 

Question 3: How long have you been looking for a home?

This question can help you determine a lot about the buyer. If they’ve been looking for a couple of years, they may never be willing to move. If they just started their search, they may not be serious about acting soon, either.

 

Question 4: How soon do you need to move?

If they need to move immediately, then you’ve got a high-priority client on your hands. If they want to move in the next few years, you’ll want to take note of that as well.

 

Question 5: Do you need to sell your current home before you can buy?

Most sellers can’t buy a home because they have to sell their current one first. This also means you can potentially help them with more than one transaction.

 

Question 6: What type of home are you looking for? Condo? Single-family? Etc.

Find out what they’re looking for and why. File this information for future use.

 

Question 7: What is your comfort zone in terms of price?

Be sure to ask about their comfort zone, rather than just their price range. They may be able to afford more, but are only feel comfortable looking in a specific range. This information will be helpful if you move forward.

 

Question 8:  Are you working with another agent?

Find out early if you’re the only agent in the running for their business.

 

Question 9: Have you met with a lender yet?

This is the best way to get the ball rolling in terms of finding out if they’re pre-approved or not, which makes them a more viable client.

 

Question 10: Have you been pre-qualified or pre-approved?

If they haven’t been pre-approved yet, see if you can help them with the process. Ask them the following: “If I call a lender who has an opening available tomorrow or the next day, would you consider taking an appointment?” That way, not only will they get prequalified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. This will help solidify the relationship.

To learn more about how to vet leads and to sell yourself to potential clients, click here to start your seven-day free trial of AgentEDU today and watch the full course, ‘Converting Real Estate Leads.”

Read More

8 Tips for a Great Headshot

As the saying goes, you never get a second chance to make a first impression. First impressions are extremely important for real estate agents, because when people see your ads, business cards or your website, what’s going to draw their eye first is your smiling face.

In this blog post, you’ll learn the nine tips every agent needs to use when creating and deciding on a headshot. If you’re one of those TL,DR agents, click here to start your seven-day free trial of AgentEDU today and watch the video course, “Developing Your Professional Image.”

Tip 1: No selfies

Most selfies look unprofessional. Leave those on your personal Instagram where they belong.

Tip 2: Style matters

Keep your look simple.

  • No clothing that distracts
  • No glamour shots
  • No pictures taken at a wedding or event
  • No sold signs, no phones, no cars, no props
  • No thumbs up or high fives

Tip 3: Practice your pose

You are posing, not performing. Practice your facial expressions and poses in the mirror before your photo session. The way you look best may not be the way that feels best. It’s the look you’re trying to get right, even if the pose isn’t totally comfortable.

Carol Collins, Broker Associate at Jameson Sotheby’s International Realty, has a great pose in her headshot.

Tip 4: Vertical vs. horizontal

You’re better off using a vertical shot than a horizontal shot. Have the shot taken with several angles. Keep in mind that if the angle is slightly high, it will make you look slimmer and accentuate your eyes, which should be the focal point.

Tip 5: Pose on an angle

Ever wonder why people gain 10 pounds in front of the camera? It’s because we cut out their entire environment around them, forcing them to take up more room in the frame. Instead, do a two-thirds turn away from the camera. Turn your head slightly to show more depth, and don’t look squarely at the camera.

Many people will have the natural instinct to lean backwards in a photo. By bringing your chin down, you can open your eyes up.

Tip 6: Lighting matters

Position yourself so that the light goes across you instead of right at you. This is important so that the viewer sees depth and texture. Crossed arms or hands in pockets can help create texture.

Tip 7: Cropping

Cropping can help a photo by allowing you to select the focal point of the picture. Have your photographer show you several crops to see which one you think looks best.

Kelly Angelopoulos, the Vice President of Sales at Jameson Sotheby’s International Realty, has a great example of a well-cropped headshot.

Tip 8: Size for print and web

You’ll need copies of the photos for printing your business cards and other materials. The size requirement online is different from what it is in print. Make sure your photographer sends you 300 dpi for print and 72 dpi for web. If it’s not right, you’ll end up with grainy photos in print, or pictures that are too big to upload to your website.

A good headshot is only part of the image you will want to build for yourself, and once your headshot draws someone in, it’s your bio that will tell prospects about you. To learn more about how to develop your professional image, start your seven-day free trial of AgentEDU today and watch the full course, “Developing Your Professional Image.”

We also want to give a shout-out to our cover models in this week’s blog. Thanks to Michael Bencks, Senior Mortgage Banker of Neighborhood Loans, David Porter of the Porter Group and Heather Lange of Lange Property Partners for allowing us to highlight their fantastic headshots in our cover photo.

Read More

7 Steps for Becoming an Expert on Your Real Estate Market

As an agent, learning your market is an ongoing process. So how do you go about making it happen? By following these seven steps to getting all the information you need.

If you’re one of those TL,DR agents, click here to start your free seven-day trial of AgentEDU and watch our two-part series, “Learning Your Real Estate Market.”

 

#1 – Research and sign up.

Thanks to the internet, real estate agents have much of the info they need right at their fingertips, with info on the local real estate market, jobs, community growth, schools, taxes and more.

#2 – Interview an agent

A great real estate agent is going to be in the know about what’s happening in the community. Find an agent currently working in the area and propose a lunch or coffee meeting. Ask the agent to share his or her perspective on the current market and who else you need to know. Making a new friend of a successful agent could be the best thing to happen in your career.

#3 – Befriend a lender

Another great way to learn about your market is to befriend a lender. Talk to a local mortgage broker, and if you don’t know one, ask around for a referral. Pose the following questions:

  • What are your thoughts on the market?
  • What challenges are homebuyers facing?
  •  How do agents combat these challenges?
  • What else should I know about the market?
  •  Is there anyone else I should meet and can you make the introduction?

#4 – Go to open houses

You’ve likely seen open house signs around your neighborhood, but special open houses just for agent viewing can be found using the MLS. These are called broker opens. Walk the home and meet the agent running the open house so you can learn more about the market.

#5 – Talk to friends and family about the market

Your family and friends will often valuable information about what’s going on in the neighborhood. Most people love to talk about who is moving on their block, how much homes sold for, and other local gossip. They will know if a neighbor had a great kitchen or if there was a flood and remodeling had to be done. Ask them if prices are rising or stabilizing. How are taxes in the area? These questions can provide important insight.

#6 – Attend local events

It’s the people of a community that make it all happen. Attend community events and and spend time meeting local community members. Hang out at the area hot spots, like restaurants, parks and other places of leisure. In order to be successful, you’ll need to be familiar with the places that locals want to go.

#7 – Organize your info

Now that you’ve collected all this information, what are you going to do with it? It could be overwhelming to anyone, but organize it from the start so there’s nothing lost as you learn. Keep all your notes and records from your favorite websites and publications.

To learn more about how you can become an expert in your local market, start your free seven-day trial of AgentEDU and watch our two-part series, “Learning Your Real Estate Market.”

Read More

5 Steps to Creating an Instagram Account that Will Attract Clients

Are you using the power of Instagram to attract qualified clients and leads, or are you relying on MLS listings and your website to take care of that for you? If you or your team of brokers are not active on Instagram, then you’re missing out on a great opportunity.

After reading this blog you’ll understand why it’s beneficial for every agent to have an Instagram presence, and how you can build a profile that will enhance your brand and attract leads.

 

3 reasons to create an Instagram Business profile:

  • Even if you have a personal Instagram account, you need to create one for your professional self. Your personal and professional Instagram accounts should be separate. Your professional Instagram account shouldn’t contain pics of your trip to Cancun or your Sunday tailgate at the Bears game, for example. You wouldn’t post that content to your business’s website, and you shouldn’t do so on your Instagram business page either.
  • If you’re unfamiliar with Instagram and how it can help businesses, think of it as an interactive portfolio that can visually showcase your listings, projects and accomplishments. It’s the perfect place to upload photos or videos of your listings. If you’re only posting photos to your MLS listing or company website, then there’s a good chance potential buyers will not be engaging with these pages on a regular basis. But with Instagram, your newest posts will appear in the news feed the next time a follower logs on to Instagram.
  • With an Instagram Business account, you will also get access to Instagram Insights. These insights show such data as visitor traffic, clicks and user demographics. This is a feature not offered to general accounts, and can help you determine which posts are most popular, what time(s) of day are best to post and if you’re reaching your target audiences.

 

How to build your Instagram Business account

Step 1: Download the app

If you’re currently without an Instagram account, you will need to set one up. You must download the app directly to your phone using Google Play, the Apple app store or the Windows app store, depending on which mobile device you use. Simply head to your app store, type “Instagram” in the search field and begin downloading.

 

Step 2: Create a bio

After installing the Instagram app on your phone, you must first create a bio. This is going to be the first impression many potential clients have of you and your business. You’ll need to make sure that it is short, compelling and informative. Make sure you include such details as your location/area, contact information, link to your website and your areas of expertise. Feel free to use this example by substituting your own details.

“I’m John of Oak Park, and I specialize in helping families find the single-family home of their dreams, as well as helping homeowners with their sale. You can reach me by phone at 555-123-4567 or email at John@OakPark.com when you’re ready to start living your dream.” www.OakParkHomes.com

 

Step 3: Your professional photo

A professional photo is also key. This will help display trustworthiness to followers and make your profile more personable. This photo should have high resolution and convey a professional image.

Example: Izabela Sloma (@SlomaRealEstate), senior vice president of sales at Jameson Sotheby’s International Realty, has an excellent bio and professional, high-quality photo. Her bio sums up her role, her career aspirations, and includes a website where you can learn more about her and her causes.

 

Step 4: Posting

Just like with your professional website and promotional materials, your Instagram page must be consistent with your brand. You’ll want to come across as reliable, well connected, knowledgeable and capable. Remember, this page will be a visual sales pitch for potential clients. All photos should be clear and high resolution.

When posting images and videos of new listings, remember to include details about the home and your contact information in the caption. If your post catches the eye of a potential client, they’ll want to know further details about the home and how to get in touch with you.

Example: @MattLaricyGroup does a great job of highlighting recent successful sales and new listings in a way that is visually engaging and consistent with his brand.

 

Step 5: Maintaining and growing your audience

The ultimate goal is to grow your audience and utilize Instagram to get your listings and professional brand in front of potential clients. That can’t be accomplished if you aren’t active on Instagram. You need to stay active by posting multiple times per week.

Here are a list of types of pictures and videos you can create that are appropriate and will amplify your brand:

  • New and current listings
  • Updates to a previously listed home
  • Recent sales
  • Testimonials from satisfied clients
  • News and information related to your market
  • Community involvement
  • Team-building activities

Now that you’ve built your Instagram page and planned out your first few posts, you’re ready to start Instagramming! Remember, building a large following won’t happen overnight. You need to stay consistent. To learn more about marketing yourself, sign up for AgentEDU and receive a free seven-day trial to check out our eight-course Advertising track.

 

Read More

How to Become a Great Communicator

The best agents establish a communication plan that will help them bond with clients, establish loyalty and build a relationship that lasts. Some agents underestimate the powerful effect that a reliable communication plan can have on a relationship.

In this blog post, we’ll cover the steps required to build the foundation of a communication plan that will keep clients happy and keep you top of mind for all things real estate long after the transaction is completed.

A solid communication plan includes the following four elements:

  1. Regular and predictable contact. Set clear expectations around how and when you’ll communicate with your client, and then do what you’ve said you’ll do. There are many ways to do this, but the goal here is to win your client’s trust. Maybe you’ll check in every Tuesday morning, or every other Saturday afternoon. Find out when they want to hear from you, and always follow through.
  2. Flexibility. Some people like to talk on the phone, and some only want to communicate via email. A great communication plan takes the needs and preferences of each individual client into account. By accommodating your clients, you show them that you know them well and respect their choices.
  3. A method for clients to give you feedback and initiate communication with you. An important aspect of maintaining effective communication is giving your clients a way to get in touch with you and ask you questions. Make sure they have an easy way to give you feedback, and be ready to alter your plan to their preferences at any time.
  4. Written documentation of all communication. Even if your client prefers to conduct all discussions verbally, write a summary email after each call to make sure everyone’s on the same page. You are the client’s only agent, but the client is one of many for you. Having things in writing will help you keep track of important details.

Your next step is to create a communication calendar. One easy way to do this is to create a free Google calendar dedicated to your clients. Include birthdays, holidays and special occasions, as well as your marketing schedule. The calendar will help you stay on top of both your tasks and your client communications. Your brokerage may also offer software options to help you stay in touch, and there are a number of products out there you can use to set up your system.

  1. Have a plan of action. Prepare anything you’ll need before contacting the client, and have all details related to their sale or purchase at hand. Also, be ready to update your client on what you’ve done since you last communicated, and what you plan to do next.
  2. Don’t just check in. Share news they can use. The more you explain what’s happening, the less they will have to guess. If you don’t have anything to share, it’s still better to check in then to let your client wait.
  3. Give as much detail as possible. Let the client know what you’ve done since you last spoke and what your next steps will be. Even if you have a regular call set up, end each communication with a reminder of when you’ll be in touch again, and always ask if the client has any questions.

Remember, communication works two ways: Let your clients know that they can contact you anytime. When they do, be responsive and get back to them quickly. If you miss a call, always offer some kind of a response so they know you’ve received their message. If you don’t, they’ll be left wondering.

For more details about how to build a comprehensive client communication plan, sign up for a free seven-day trial of AgentEDU. You can watch the full video here: https://bit.ly/2yK7cef  

Read More