Finding your communication sweet spot could be considered both an art and a science. It’s about saying the right thing in the right place at the right place.
So, how can you develop that communication sweet spot with your real estate clients?
First off, you need to recognise that good informations doesn’t equal all information. Whilst we have a tendency to want to share the depth of our knowledge with our clients . It is an attempt to wow and impress them.
Overloading them with irrelevant and pointless details is not going to win you; “agent of the year” and keep them loyal. In fact, it’s more likely to disengage them from you. They’ll become overwhelmed with what to do with all the information you are sharing. Confused and quite likely begin to harbour feels that perhaps you don’t really understand them and their needs.
Build Open Communications
In whichever context you are communicating with you clients. Be it face to face, by phone, email or social media. You need to keep the information you are sharing, relevant, complete and clear.
Your focus should be on their needs, not your own. Drowning them in endless communications about the market. The best spots, all your new listings doesn’t show a client that you have heard them. Instead focus in on tailoring your communications to your individual clients.
Only send them information on the market, if it will have a direct impact on their decision making. Only forward them new listings that fit their specific budget and requirements. As I say its both an art and a science. Yet over time whilst building a relationship with each client you will come to know. What the vital information is that each needs and you can plan accordingly.
Create Strong Relationships
Consider you clients as partners in this process, and let go of any hierarchy. There shouldn’t be a ‘i”m the teach you’re the student’ mentality. Foster a relationship on an equal footing and except that both have value to bring to the conversation. Fostering open communications is paramount. Make you clients feel comfortable in approaching you. You need’t provide all the answers immediately. If you have nurtured the relationship correctly they’ll ask for the details they need when they need then.
Be aware, are you talk to them or talking at them? If you are steaming a continuous monologue with no space for query or finding yourself sighing when they interrupt. Then you’re move likely talking at them then engaging in a two way conversation. This includes actively listening, not only for what they are saying but also what they aren’t. What is it that is underlying the questions they are asking or the responses they are giving? Use this to adjust your communications accordingly. For more information on how to apply active listening in real estate check out my article here.
How to Find It
Finding your communication sweet spot is entirely achievable. It’s about identifying your unique and authentic voice. Pairing it with your exceptional knowledge and skills. And knowing how that best serves the clients individual pain points and challenges in the house hunting/selling journey.
By blending all these areas. You are perfectly placed to offer your clients a perspective that they both want and need, Openly creating the expectations of the relationship and keeping them in the forefront and you progress through the relationship.
