A.D. Cantelmo Property Management
Our Business is Property Management in Orange County California
Keeping clients motivated can prove to be difficult at best
The one common denominator for anyone who ever worked in
sales is keeping the client interested. I always found it hard to understand
the short memories of people. When I first started in the Real Estate business
and I would sit in an open house and have long conversations with people who
had come into the house and they would tell me what they were looking for. I
would get all their information and they seemed very excited that I was going
to help them. I would call them the next day and it seemed as though they did
not even remember talking to me. The first few times it happened to me, I just
chalked it up to busy people, but after a while, I realized that people just
lose interest. They seemed interested in getting help from me, but after they
thought about it, they would rather not and instead of just telling me to get lost;
they made believe that they just did not remember who I was.
Now I would rather they just told me to get lost, at least
that would make sense to me, but people are just not made that way. Keeping
people interested is a very difficult task for sales people and especially Realtors.
When people start to look for a home they are very excited and motivated, but
as the process moves on it can take its toll on the emotions of the potential
home buyers and many times they just bail out. I was talking to a friend of
mine who was once a Realtor herself. She was looking for a home and the last
time I talked to her, she decided to wait. She had been disappointed a couple
of times and just stopped looking. This is very common and when it does, a
Realtor has lost a lot of time and with nothing in return.
How does a Realtor avoid losing clients and keep them
motivated? The first thing is to make sure that your clients are ready to buy.
The big mistake Realtor's make is hoping that people are ready and not
qualifying the client. When you are asking questions as a Realtor, make sure
you understand the reason the client wants to buy a home. If the reason is
strong, for example, they are moving closer to a new job, or they want their
kids to be in a certain school district, or they are about to increase the size
of their family, or they are coming from another state, these are strong
motivations and Realtors should focus on those clients. There are clients
though, that do not have strong motivations and yes, they could buy if all the
stars align, but more times than not, they will waist a Realtors time. .
Once you are sure you have a good motivated client,
you need to do everything you can to make sure you don’t wear them out and kill
their motivation. Showing property after property is a sure way to make a motivated
client tire of the process and drop out or get another Realtor. A good Realtor
will do all the previews of all the properties and only show relevant homes to
the client. I see Realtor's taking their clients from home to home and you can
see on the client’s faces that they are just losing interest. Once you find a
property to buy, have everything ready to go and make sure the offer is appropriate for the type of market you are in at the time. If your clients are low ballers
and the market is a seller’s market, then you need to explain reality to them
or let them go.
I don’t work many buyers anymore, but what I like to do, is
show them pictures of all the properties that I have previewed and the good
ones, I would call them and have them meet me at the property, and the not so
good ones, I would explain to them, why they are not a good fit. I wanted then
to understand that I was doing my due diligence. Remember, clients are seeing
everything that is on the market on the internet and it is up to the Realtor to explain
why some properties should not be bothered with.
Keeping clients motivated before and during a Real Estate transaction
is one of the hardest jobs a Realtor has and we all need to understand that
being a good cheerleader can be a very profitable way to do business.
A.D. Cantelmo Property Management Specializes in Property
Management in Orange County Ca.