Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we spoke with Claudia J. Price, a Realtor at Keller Williams Signature, who shared her top ways to become an effective communicator.
I’ve been in the real estate industry for about 12 years, and I love it. One of the key reasons I am successful is because of the relationships I build and continue to have with my current and past clients. I make sure I truly know my clients and they know me.
4. Setting Communication Expectations – It starts at the very first conversation with your prospective client. When setting your first appointment, make sure you ask if all decision makers will be present. This is important to avoid miscommunication. Spend some time discussing and agreeing on communication rules so that each understands how and when you will communicate. Set expectations on the length of time it will take you to respond to them, then ask when you can expect a response to your communication.
3. Listening to Your Clients – It’s important not to just hear what your client is saying, but to really listen. Allow them to talk without interrupting. Make mental notes and listen for key words, points and hot buttons. You want to leave that first appointment knowing everything about your clients’ expectations.
2. Introducing the Team – If you work with a staff, it’s important to introduce them and designate a point person of contact. Provide your new clients with a list of preferred third party companies with a brief description of their jobs in regards to the transaction.
One of my favorite things to do upon executing a contract is to send a ‘Welcome to Team 123 ABC St.” email to all parties involved with the transaction. This is my opportunity to introduce the co-agent, mortgage lender, title company, and transaction coordinator, and to provide contact info for each as well.
1. Love the Internet – In today’s market, where tons of information is readily available on the internet, clients may come armed with a lot of information. The only problem is that some clients then become “experts” – at least in their own mind. The best thing you can do is take a curious attitude, listen and ask more and more specific questions until they start making big generalizations, and start to realize they don’t know as much as they may have believed. It is vitally important to make them understand that while you still appreciate their advice and opinion, you are in fact the professional and it’s your job to guide them through the process. Letting them know up front that this is your particular area of expertise, you can hopefully avoid any uncomfortable situations.
Claudia J. Price has been a real estate professional in Houston for more than a decade, leveraging her extensive experience in residential properties into what has turned into an incredibly successful career. She is currently a top producer at Keller Williams Signature.