As being a real estate Agent, your success will depend on the class and sturdiness of the interactions you build along with your clients, and also the single way to create stable, enduring relationships is to provide exceptional, unparalleled service. Being an excellent Agent, you should lavish your clients with service that exceeds their anticipations - from the get-go and throughout a long business relationship.
The dilemma is that not all clients look forward to or want similar sort of service. What constitutes admirable service to one client might seem deficient or just like too much to another.
It seems hard to see in your mind's eye, but an Agent may possibly sell a client's home in less than a week, at full price, and still possess a dissatisfied customer. This tends to be due to some action or oversight through the negotiation, assessment, or closing process that simply didn't match with the client's service expectations.
To evade service mismatches, learn each person's service anticipations by doing something that few Agents take time to do: Ask. Then put your findings to work by following these steps:
Realize every person's service anticipations. Before you enter a new prospect presentation, make it a rule to find out everything you can about what your buyers are searching for in an Agent and how they describe their excellent service.
Modify and personalize your service delivery. In your initial presentation and in succeeding contacts - whether you're working to make the sale, service the client, build an after-the-sale relationship, or apply for a referral - refer to your initial research and emphasize the service aspects that each client finds central. Weave in the words you heard them use to describe great service. Accent the communication items they described as essential service attributes. Let them know that you simply comprehend their desires and are listening carefully on exceeding their beliefs.
By no means, get complacent. Don't suppose that, if your service falls a little short, your best clients will purely turn a blind eye. In addition, by all means, don't believe in case your clients want more or better service they are going to say something to you. They won't, because they do not desire the confrontation. They'd rather just go away silently and never come back.
I've met Agents who are unbeaten in spite of their "my way or the highway" approach to service delivery. Other than focusing on customized service and long-term associations, these agents favour to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of relentless prospecting and high-volume lead development. These brokers possess a take-it-or-leave-it attitude about service. They practice what I call a fast-food hamburger joint philosophy: "We sell hamburgers and fries, and if you don't like hamburgers and fries, pick another restaurant." The difference, of course, is that the number of people who want hamburgers and fries is huge, and, if the fare is good, most customers automatically come back for more. The same is hardly correct in terms of homebuyers and sellers.
Just as one Agent, your prospect universe is proscribed, and your customers aren't apt to be repeat customers unless they are surely treated with the kind of unmatched, reliable, and custom-made service that turns them into clients for life.
The dilemma is that not all clients look forward to or want similar sort of service. What constitutes admirable service to one client might seem deficient or just like too much to another.
It seems hard to see in your mind's eye, but an Agent may possibly sell a client's home in less than a week, at full price, and still possess a dissatisfied customer. This tends to be due to some action or oversight through the negotiation, assessment, or closing process that simply didn't match with the client's service expectations.
To evade service mismatches, learn each person's service anticipations by doing something that few Agents take time to do: Ask. Then put your findings to work by following these steps:
Realize every person's service anticipations. Before you enter a new prospect presentation, make it a rule to find out everything you can about what your buyers are searching for in an Agent and how they describe their excellent service.
Modify and personalize your service delivery. In your initial presentation and in succeeding contacts - whether you're working to make the sale, service the client, build an after-the-sale relationship, or apply for a referral - refer to your initial research and emphasize the service aspects that each client finds central. Weave in the words you heard them use to describe great service. Accent the communication items they described as essential service attributes. Let them know that you simply comprehend their desires and are listening carefully on exceeding their beliefs.
By no means, get complacent. Don't suppose that, if your service falls a little short, your best clients will purely turn a blind eye. In addition, by all means, don't believe in case your clients want more or better service they are going to say something to you. They won't, because they do not desire the confrontation. They'd rather just go away silently and never come back.
I've met Agents who are unbeaten in spite of their "my way or the highway" approach to service delivery. Other than focusing on customized service and long-term associations, these agents favour to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of relentless prospecting and high-volume lead development. These brokers possess a take-it-or-leave-it attitude about service. They practice what I call a fast-food hamburger joint philosophy: "We sell hamburgers and fries, and if you don't like hamburgers and fries, pick another restaurant." The difference, of course, is that the number of people who want hamburgers and fries is huge, and, if the fare is good, most customers automatically come back for more. The same is hardly correct in terms of homebuyers and sellers.
Just as one Agent, your prospect universe is proscribed, and your customers aren't apt to be repeat customers unless they are surely treated with the kind of unmatched, reliable, and custom-made service that turns them into clients for life.
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