Building client trust and communication is something that agents everywhere strive for, regardless of how many years they've been in the profession. Elite Informer Agent Contributor, Leah Azizian, shares with us some of her tried and true advice for when it comes to building client relationships, even when it may be hard.
Especially in tough markets, an agent may not necessarily agree with what a client wants to list a home for or offer on a property. While the agents goal is ultimately client driven - it's important to have tips to navigate these tricky waters.
Client Trust
Yet many agents, especially ones who are just starting, tend to confuse this with being a yes-man. Bending over backwards and agreeing to the needs and wants of our clients isn't the job description. Especially when something is not in their best interest, for the fear of losing a client - is not wise, cautions Azizian.
"The sooner we understand the responsibility we have to guide our clients, the quicker we will be able to build long lasting rapport and trust.
Our role and purpose, as agents, is to assure, educate, and advise our clients. This may include disagreeing and correcting our clients when necessary."
Tips and Scenarios
1. Running Comps and Market Analysis
This can be a thorough and meticulous process. Don't be nervous to correct your clients when they refer to incomparable properties that justify inaccurate market values for properties of interest. The goal is to get our clients the best deal possible. This comes with doing our job properly and advising on the fair market value for the property. Sometimes clients don't like this - but it's for their best interest.
2. Listing a Home for Sale
When it comes to listing a property for sale, most sellers believe their home is worth more than fair market value. This is mainly due to the emotional attachment that property owners have with their homes. Don't be afraid to step in and be direct about what selling range is realistic, and how long their property will sit on the market if they choose to list above market value, along with the consequences (ex: the low ball offers that will follow the longer that their home sits on market).
3. Purchasing a Property
The vision that most first or starting buyers tend to have of the type of home they will purchase, is generally very far from the home they ultimately purchase. Most buyers lack an understanding of what will actually make them happy and what is realistic for them financially.
"For instance, one of my clients was headstrong on purchasing his first home in the Upper East Side (UES). It was his dream for a while to live within walking distance to work. But after seeing 10 homes or so in the UES, it was clear that he wasn't excited about any of them. It was time to shake things up a bit and take him beyond his comfort zone. Understanding his likes and dislikes, I had a feeling he would love a property downtown, in Gramercy. I suggested a few spots in Gramercy for him to check out that I knew would make him fall in love with the area, and come to see the beauty of living in another neighborhood."
Wrapping Up
This is our job as agents - to open our client's eyes to the things they can't see. To be the objective listener and eyes, and advise our clients to move forward on the properties that we know they will be most satisfied with in the long term.
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