How to Talk to Real Estate Clients: Ultimate Guide
Speaking with a potential client for the first time is a lot like that first phone interview. This is your one shot to make a good and lasting impression.
That's why some realtors want to know how they can talk like a real estate agent.
Sounds crazy, right?
Well, real estate agents do have a specific way they talk to their clients. That's because they have found out a way to effectively communicate with clients to make sure everyone is on the same page and happy with the progress.
And this is what we cover in this article. After reading this, you'll have a blueprint you need to speak with anyone as a real estate agent – and be effective at it too!
#1. Be Grateful and Genuine
People like to think that they are talking to the real you, and not a persona you are putting on for show or sales. Make sure you keep your interactions real and personable, and don’t overpower people in the conversation.
It’s also very important to be grateful - people like to think they are helping you. Showing your gratitude, even taking a moment in a phone conversation to express it, can lead to more positive results when interacting with people.
#2. Don’t Ambush People - Ask First!
Nobody likes to be “ambushed” with a call or a slew of emails if you haven’t cleared it with them first. Try to keep your first few interactions low-pressure and friendly, and ask if you can get in touch with someone more.
Also, at the end of each interaction, ask your lead when the next best time is to get in touch with them. If they are a forgetful person, they might want to be contacted later that week - if they are a slow decision-maker, they may need a few weeks or a month. Let them dictate the schedule.
#3. Listen with Intent
Many people tend to “listen” without really hearing what the other person is actually saying. They might be focused on who else is in the room, what other things they have to do, and more. It is important to make sure you listen actively when a client is speaking to you, and occasionally paraphrase their words back to them to ensure you are both on the same page.
Everyone likes to feel that they are being heard, so taking this step can really benefit your client interactions. Also, this tactic avoids any confusion mid-conversation if you are repeating their words and understanding them on your own. Good communication skills is key!
#5. Make Yourself Humble
Humans are not perfect creatures, yet salespeople often like to put up a veneer of perfection to show that everything is great. That’s a good tactic, but can sometimes come across as insincere. Make sure to communicate to your client that you are on their level, and that you are also an imperfect human that might not know everything.
For example, if you make a small mistake on the MLS listing when you first post the property, correct it, then take responsibility to it immediately and apologize. However, don’t berate yourself or allow your client to be mad at you - you are human and they should understand that you may make small mistakes sometimes.
#6. Be Honest
If you know of an issue with a cracked slab or termite damage, definitely be honest to help out the buyers or sellers. Even though you may not want to be the bearer of bad news, honesty is always the best policy. Also, if sellers have a truly ugly home that would make it hard to sell, a little honesty can go a long way towards raising the selling price!
People will remember your honesty and help the next time they are doing a transaction, and trust capital goes a long way toward Earning Repeat Business. Always try to be honest during all your transactions for the best future results.
#7. End Every Conversation on a Positive Note (then Follow Up)
Ending every conversation on a positive note, no matter how short the interaction, is a great way for your sphere to associate you with positivity and happiness - an addictive combination (think emotional contagion)! When you end each conversation on a positive note, it also gives you a chance to talk to the person about following up with them.
Following up is crucial in the real estate industry, so never forget to follow each positive conversation with another one in an appropriate amount of time. Whether that’s an hour, a day, or even a year, make sure you follow up with a genuine, positive contact that reaffirms your upbeat attitude.
#8. Be Aware
Being aware means staying up-to-date. There’s nothing wrong with doing a little online research on your client’s recent activities before picking up the phone - in fact, nowadays it’s almost expected! Check Facebook and other venues to see if someone’s children recently graduated, if they recently got a new car, or other large life events that you can use as a jumping-off point for your conversation.
This quality will also contribute in part to being genuine, as your interactions will be much more authentic when speaking about someone’s passions (their children, their hobbies, etc). As you gain more and more skill doing this, it won’t be long before you can redirect the conversation to real estate and push your value while still catching up with them!
#9. Respond Fast!
One of the best ways to impress your clients is to be attentive to when your clients reach out. This is less about how you talk to clients but when you talk to clients.
When real estate agents respond quickly to their clients emails, messages, texts, phone calls, it leaves an unforgettable impression. That's because doing so shows that you care and you have everything under control.
At the end of the day, clients just want to feel like they are being taken care of.
#10. Be Direct and Get to the Point
Being direct and straight to the point does not leave any room for interpretation. In other words, there is less confusion on what is going on with the transaction or what you can provide for your clients.
Being direct with your clients shows that you know yourself and you have a plan.
You want to avoid beating around the bush or taking the long way to inform or explain something to your clients. If you do that, it could annoy or just flat out confuse people – not a good look for you.
So, always be direct, to the point, and most of all honest!
Final Thoughts on how to talk to your real estate clients
At the end of the day, you want to make sure that you're taking care of your clients. The best way to show them that you care and you have their best interest is by being clear, concise, direct, and honest with them. It also helps to give your clients up to date news and insights on what's happening the transaction.
When you do all of this, your clients will have a great experience with you. And, in turn, will result in repeated business. At the end of the day, that's how you build long term success in real estate.
TL;DR: The best way to talk to people as a real estate agent is to be honest, optimistic, direct, and clear. It also helps to respond to emails, texts, and missed phone calls fast. This is the proven effective communication characteristics that successful agents use to get new and repeated clients.