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 challenge is that not all clients anticipate or want the same sort of service. What constitutes first-rate service to one client may appear inadequate or even like overkill to another.
It looks hard to imagine, but an Agent may perhaps sell a client's home in lower than a week, at full price, and still possess disappointed client. This will be due to some action or oversight in the negotiation, inspection, or closing process that simply did not 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:
Learn every person's service expectations. Before you enter a new prospect presentation, make it a rule to find out everything you possibly can about what your potential clients are seeking in an Agent and the way they define their excellent service.
Modify and personalize your service delivery. In your initial presentation and in following contacts - whether you're working to make the sale, service the client, build an after-the-sale relationship, or appeal a referral - refer to your initial research and accent the service aspects that every client finds central. Weave in the words you heard them use to describe great service. Emphasize the communication items they explained as essential service attributes. Allow them to know that you just realize their requirements and are listening carefully on surpassing their beliefs.
Not at all, get complacent. Don't suppose that, if your service falls rather short, your best clients will simply turn a blind eye. After that, by all means, don't think that if you are clients want more or better service they will say something to you. They won't, because they do not wish for the argument. They'd rather just disappear quietly and never come back.
I have met Agents who are victorious no matter their "my way or the highway" approach to service delivery. Besides specializing in customized service and long-term associations, these agents prefer to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of insistent prospecting and high-volume lead development. These real estate agents use a take-it-or-leave-it attitude about service. They practice what I name a fast-food hamburger joint philosophy: "We sell hamburgers and fries, and if you don't like hamburgers and fries, pick another restaurant." The dissimilarity, 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 relation to homebuyers and sellers.
As an Agent, your prospect universe is proscribed, and your customers aren't appropriate to become repeat buyers unless they may be treated with the sort of unparalleled, dependable, and custom-made service that turns them into clients for life.
The challenge is that not all clients anticipate or want the same sort of service. What constitutes first-rate service to one client may appear inadequate or even like overkill to another.
It looks hard to imagine, but an Agent may perhaps sell a client's home in lower than a week, at full price, and still possess disappointed client. This will be due to some action or oversight in the negotiation, inspection, or closing process that simply did not 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:
Learn every person's service expectations. Before you enter a new prospect presentation, make it a rule to find out everything you possibly can about what your potential clients are seeking in an Agent and the way they define their excellent service.
Modify and personalize your service delivery. In your initial presentation and in following contacts - whether you're working to make the sale, service the client, build an after-the-sale relationship, or appeal a referral - refer to your initial research and accent the service aspects that every client finds central. Weave in the words you heard them use to describe great service. Emphasize the communication items they explained as essential service attributes. Allow them to know that you just realize their requirements and are listening carefully on surpassing their beliefs.
Not at all, get complacent. Don't suppose that, if your service falls rather short, your best clients will simply turn a blind eye. After that, by all means, don't think that if you are clients want more or better service they will say something to you. They won't, because they do not wish for the argument. They'd rather just disappear quietly and never come back.
I have met Agents who are victorious no matter their "my way or the highway" approach to service delivery. Besides specializing in customized service and long-term associations, these agents prefer to serve a stream of here-today-gone-tomorrow clients that they acquire in the course of insistent prospecting and high-volume lead development. These real estate agents use a take-it-or-leave-it attitude about service. They practice what I name a fast-food hamburger joint philosophy: "We sell hamburgers and fries, and if you don't like hamburgers and fries, pick another restaurant." The dissimilarity, 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 relation to homebuyers and sellers.
As an Agent, your prospect universe is proscribed, and your customers aren't appropriate to become repeat buyers unless they may be treated with the sort of unparalleled, dependable, and custom-made service that turns them into clients for life.
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