The link between the real estate agent and his clients is a complex aspect which has also some important direct consequences on the real estate.
The real estate agent creates a link between him and his clients which determines the relation with the real estate. In other words, the real estate and that link should be tight and last in time.
If we know the first impression counts a lot, we should also know that the second is essential as well, because the clients develop better the obtained interpretations from the first contact.
That is why it is very important that the real estate agent should center on the first contact with the client but also every time he creates a personal contact with his clients, he should not forget about the techniques to apply in order to reinforce that link.
We know that some tasks could be delegated, but the customer service and first contact should not. It is not only on how the real estate agent attends the client, it is also about generating links, reinforce them and manage to foster the clients´ loyalty.
It is highly important that the real estate agent projects the real estate organizational keys but also transmit his values and social abilities to the client. He should highlight both his personal and professional values and so mark the difference.
A real estate agent should understand the importance of certain elements and factors that result essential when having a first contact with the client:
- A real estate agents turns into the physical link between the real estate and the real estate.
- His domains and his social abilities will present a clear image of himself.
- His level of assertiveness and his ability to be assertive.
- Be conscious of the experience he has means actually to be a real professional.
- The proactive attitude as an element generator of positive synergies.
- Knowing when to ¨pass¨ a client to one of his colleagues is a key point.
- Knowing his own limits and having his competences well-defined is a really vital aspect.
The link between a real estate agent and his clients.
Next, in this chapter, we will develop the keys of the link that is created between the real estate agent and his clients.
This link is always reflecting the commercial side of it. We will also focus on the different phases of the process of generating a link between the real estate agent and its clients right from the first contact until the last operation with the real estate.
In the course of this article, we could see that in the link between the real estate agent and his clients there are some psychological aspects, too.
The next recommendations should not be interpreted as rapport techniques, because those techniques require a different experience and they are more complex, too.
On the other hand, in order to achieve the basic techniques on rapport, a real estate agent should be effective in the use of his abilities and show a high rate of assertiveness.
Only then he will be in condition to start the teaching of the basic techniques in rapport.
The first impression counts for the client.
The first contact with the client leaves our mark on him and that should be written in the mind of any real estate agent. From there the famous quotation: The first impression is the one that counts.
This is true, because when we meet someone for the first time, that person has already his first impression on us. This does not mean that certain impression is always, the right one, but a real estate should always leave a good impression.
By no means we should be hypocrite or show ourselves off, this is just a simple system of social use, because besides the so extended theories, the social relations are very important.
In the particular case of a real estate agent, it is essential to achieve a good first impression in order to generate a strong link with the client and that link will condition the commercial relation.
Smiling should always be present.
Smiling is a process that generates a positive impression on our recipient. Here, we do not speak about a real estate agent with perfect teeth and smile, but the real aspect is about smiling and that smile should be real.
The smile is essential to be real because if not, the client will observe it immediately and this will only bring negative outcomes for the real estate agent.
A real estate agent who works with people of different nationalities should also take into consideration that smiling, in some cultures, is something odd and you know I am not exaggerating.
But this should not be an obstacle when using smiling as a tool to generate a positive link with the client.
If the client of the real estate agent comes from a society with different codes and principles, this does not mean the former should act differently. The main key is to be natural in front of any type of client, no matter his nationality.
You have to let your clients surprise you.
When the real estate agent creates a link with his clients, he needs to cause him a good impression as well and this is vice versa. The client should always remain with the feeling he left a good impression on the real estate agent.
This is very simple and every human being enjoys being a good company to the others. That is why the real estate agent should never eliminate the clients´ illusion. If the client feels the real estate agent very receptive and there is a certain connection, he will feel better and he will generate a more fluid communication.
I do insist on the fact that we are human beings and the majority of the people enjoy knowing they are liked by the others. To sum up, if a real estate agent wants to connect with his clients he will only need to appear as impressed by them.
Body language is understood by the client.
Our body talks and it constantly transmits a series of codified signs to the client and those signs are sent unconsciously and they are received likewise. When the body language of a real estate agent is illogical and not related to the spoken message, the client notices it.
He can notice it unconsciously or consciously. Moreover, the real estate agent should start from the fact that he does not know the level of assertiveness of his client or even whether his client knows the keys of body language or the techniques of rapport.
The real estate agent must never underestimate his client. One of the most important keys to access the neuro-linguistic level is the visual. That is why it is so important the real estate agent maintain a visual contact with his client.
The eyes movement is a means that offers a lot of information. The real estate agent should be eyes and ears of the information he transmits to his clients and he should be receptive to everything his clients send him.
Sometimes, looking into the client´s eyes might seem too tiresome, but the catch is in the fact that the agent should center his look to the nose or between the brows of the client. This is an easy trick but effective when trying to maintain the visual contact with a client.
Promoting the loyalty of your clients is the main key for a real estate.
The link between the real estate agent and the client is quite complex especially if we analyze it as we did earlier. That is why we will need to consider other factors and elements.
Because of its extension, we will develop other points to consider coming from the real estate agent:
- The ability to change to positivism.
- The positive emotional projection towards his clients.
- Memorize the info related to his clients.
- Observe the clients to understand them better.
- Maintain the link after the selling.
- The link with the client should last in time.