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:  

The to-do list every seller needs before you host an open house

Agents have a number of responsibilities when preparing for an open house, and none may be more important than getting the seller on board with your plans. Having the seller’s approval and support can mean the difference between wasted efforts and earning yourself a sale with a new crop of leads. In this blog post, we’ll cover how you can encourage and guide your client to being a valuable partner in your open house, and how they can help you achieve your goals.

Sellers need to understand their role in the open house. Let them know what you’re planning and why. Assuming they are motivated to sell for the highest price, they’ll understand that the home has to be in great shape and will do whatever is needed. You are trying to create a home that prospective homebuyers can imagine themselves living in, and your sellers must understand this goal from the beginning.

Give your sellers a checklist of tasks to complete, including:

  • Remove everything attached that’s not for sale, including small appliances, ceiling fans and fixtures. You don’t want to spend time explaining to potential buyers what’s included and what’s not.
  • Secure all valuables such as laptops, tablets and phones, as well as any prescription medications.
  • Purge the refrigerator of all unnecessary foods and decorations.
  • Use white towels. You will be amazed how easily you can turn any bathroom into a luxurious spa escape with a fresh stack of fluffy white towels.
  • Take the trash out of every wastebasket in the house.
  • Maximize curb appeal. The lawn should be cut and shrubs pruned, with all toys and gardening tools put away in the garage or other location.
  • Take out any artwork or décor that could offend prospective buyers, including items that are political or religious in nature.
  • Place fresh flowers or flowering plants throughout the home.
  • Clean and fluff bedding, towels and rugs.
  • Sweep and clean out the garage.
  • Set the thermostat at a comfortable temperature.
  • Clean, clean, clean! Beds should be made, countertops should be cleared and all linens should be tidy. Surfaces should gleam.

Once this is completed, you can begin to stage the home and prepare for arrivals. To learn the seven steps to a successful open house, sign up for a seven-day free trial at AgentEDU and watch the course. Then, explore the entire Open House track and you’ll be on your way to making every open house a success.