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 talked with Todd Trader, a Realtor with PalmerHouse Properties in Atlanta.
Working with both buyers and sellers, there really is only one short answer – communication. Here are some tips on how you can use communication to ensure your client’s satisfaction:
4. When first meeting a client, or a potential client I’ll put in my “prospect” pipeline, I like to ask a lot of questions, but not to clinical. I’m really probing who makes the ultimate decision in buying, or who can legally sell the property.
3. We can talk about the stuff you should already be asking with buyers and sellers, but the bottom line is, you need to know that they qualify to buy, or what the real need is in selling their property. Take notes, take notes, take notes. Get numbers, addresses, emails, birthdays, children’s names and ages. All that information is key in calling on down the road in following up, or even to have a reason to contact them without appearing as a salesperson, but a longtime trusted confidant.
2. Set up a system that works in keeping you on task in following up. There are all kinds of paid services that’ll help you “touch” the client or prospect in a timely manner. I’m more of a simple, cost-effective kind of guy, and I like to utilize Google products, which are free.
I set up a number system as to how hot/cold or in between the client may be. That allows me to plug the client into my calendar as to what day, when and how I need to follow up and contact them.
So, I’ll have a certain day(s) that I’m following up with people, and when my calendar has the client’s name in today’s date, I pull up their contact information, check my notes and add notes to how I contacted the client.
1. As with sellers, they will hear from me personally by the sound of my voice at a very minimum once a week. I use other various tools to keep them abreast email wise of the status of the market and marketing efforts – along with results, if there are any.
With buyers, things are a little more hands on, so if you’re using step one, you’ll already have a plan for reaching out to them with information they’ve provided. Remember, we’re in the information business, and you add the personal touches from the information you garner. Also remember if your client or prospect is contacting you – that means you’re not communicating enough with them.
Todd Trader is a Realtor with PalmerHouse Properties in Atlanta. Licensed since 1995, Todd is a full-service agent specializing in re-sell residential, land/lots/acreage, foreclosures, short sales and HUD homes.