In an industry like real estate, getting a client to trust you is not always easy. Studies have shown that it takes mere seconds to get someone to trust you, which goes to show how the importance of first impressions. With a small window of time to make a mark, real estate brokers need to work hard to sell and set themselves apart from others.
When meeting a client for the first time, you’ll want to present yourself professionally but also show that you genuinely want to help them find a home. When you achieve this balance, you create a genuine customer experience that your clients will remember.
There’s no concrete approach to securing the trust of a client, but you can make a great first impression through these four tips.
Always dress the part
Every industry has its own appearance standards, and real estate is no exception. As a rule of thumb, consider where you’re going, who you’re going to be with, and what you’re going to do before deciding on an outfit. If you’re meeting a client for the first time, a business formal look would help put your best foot forward. If you’re going to view properties around several neighborhoods, a more casual look would suffice.
Remember, you want your client to feel as comfortable as they can with you, while letting them know you mean business. When you achieve this, trust is developed and expectations are set.
Be professional online as you are offline
In a time when various platforms are allowing brokers to connect with clients online, professionalism is as important online as it is offline. First-contact conversations – whether through sending a message or during a phone call – have the same impact as meeting each other. Through the tone of your voice, the words you choose, and the manner you keep the conversation going, a client can decide whether or not to hire you to be their broker.
Keep a healthy flow of conversation
Keeping a healthy flow of conversation is your way of knowing your client better and for them to discover more about you. If you have spoken to them prior to meeting, keep note of their needs and wants. More importantly, this also lets you stay on-track as you guide them to finding a home.
Don’t feel like you have to impress with too much knowledge and jargon. You don’t need to prove how much you know; just keep the conversation going. This shows that you’re a good and organized listener. This can help you gain valuable information about how you can help them and what they are passionate about.
Be mindful of body language
It’s normal to be a little nervous when meeting a new client, but your body language should show that you are confident and comfortable. It’s been said many times before, but starting off with a firm handshake is a sign of self-confidence and determination. As you converse with your client, focus on your posture, lean in to show you’re interested, and maintain eye contact.
Good relationships are a key driver in being a successful broker. When you make a positive and professional first impression when meeting clients, you assure them that they can trust you.