Developing Relationships with Clients

• Learn how to identify the clients you want to work with, and those you don’t. This will help you build a stable of quality, loyal clients. Your time is valuable. Don’t waste it on people that aren’t worth it.

• There are four basic types of clients:

  1. Terrific – they respect your skills, listen to your advice, and explain their goals.

  2. No clue – they don’t want to face reality, but if forced to move by circumstance can become terrific.

  3. Information-only – they want to draw your knowledge for free and use it for their own purposes.

  4. Distrust everyone – they’re paranoid about realtors; make one mistake, and they’re gone.

• If possible, only work with terrific clients. It will save you a lot of misery.

  TELL US YOUR STORY! We all know real estate is full of terrific stories - clients, showings, properties. Please take a moment and tell us yours.... What is the funniest thing that has happened to you in your real estate career? (Please include your email so we can thank you! ) Name Email Story

1. Separate access from customer service:

2. Set boundaries – don’t allow clients to intrude on personal time. Don’t give out your home phone number, and turn off your cell at set times.

3. Treat everything you do as an appointment – both professional and personal. That way you’ll be sure not to miss any important events.

4. Return calls at specific times – don’t let clients determine your schedule.

• Don’t avoid tough questions. Keep in regular contact with clients:

  1. Contact sellers weekly at a set time. Talk about market activity, your activities, future plans, and get feedback.

  2. Contact anxious buyers as frequently as necessary just to reassure them that you’re thinking about them and help prevent them from looking elsewhere.

What to communicate:

1. During escrow – keep clients apprised of inspections, repairs, appraisals, and other details in order to help develop a long-term relationship.
2. After closing – let them know you care about their satisfaction.
3. After title transfer – thank them for their business, inquire how their move went, and periodically repeat to make sure they know you still want to serve them.

• The key to developing good relationships with clients is to ask probing questions that help you learn how best to serve them.

Phone

Address

Email

Tel: 310-285-7515
Fax: 310-271-9204

301 N. Canon Drive,
Suite 215,
Beverly Hills CA
90210

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