Set the Tone in Your First Meeting
When it comes to overcoming fear, the best defense is a good offense. Meeting with a REALTOR® proves at some level that your potential client is serious enough to push back against some apprehension in entering the market. In fact, NAR research shows homebuyers spend around three weeks on average looking at properties online before contacting an agent. But that doesn’t mean your clients are coming into the first meeting worry-free. Regardless of whether you’ll be working with a first-time homebuyer or an experienced client, your first meeting can set the tone for the rest of your working relationship. Keep in mind these three things for a successful foundation:- Communication: Find out what makes your clients comfortable. Setting clear boundaries for when it’s appropriate to contact your clients and their preference for texts, calls or emails shows you’re attentive to their needs. If you’re working with a couple, make sure to set a point of contact to make sure everyone has a clear path to communicate. You don’t want to potentially get in the middle of their decision making or accidentally pit one partner against the other by meeting with both at separate times.
- Collaboration: Let your clients know you’re working together as a team to find their dream home, which means you can’t take a one-size-fits-all approach for success. Set the expectation that while they may sometimes defer to your judgement, it doesn’t mean they’ll be cut out of the conversation. Explain that serving as their advocate requires trust, but they will always be the one making the final decisions.
- Education: Don’t assume your clients know anything about the homebuying process. This is your chance to walk them through step-by-step and identify any potential problem areas. Be prepared to answer every question they may have before your meeting. But don’t risk making a bad impression by over-explaining something they’re savvier about. Ask how in-depth into the process they’re interested in getting before you begin and adjust accordingly.