A large chunk of the real estate profession entails interacting with people – from networking with colleagues to meeting with leads and negotiating for clients – your business (and quite frankly your success) depends on the people you talk to.
This is where social skills come into play. Social skills are the skills we use to communicate and connect with others. Real estate agents require exceptional social skills to attract leads and secure a deal. This article walks you through six social skills to grow your real estate business.
Listening
This is a key skill in the real estate industry. Listening is the only way to understand exactly what the client needs to be satisfied.
Actively listen to what the client is asking for and understand why they are asking for it, then focus on delivering exactly what they want. This helps the client understand that you are committed to providing excellence and prevents future misunderstandings or disappointments. Not only will they be impressed by your attention to detail, but they will also be confident that you are the right agent to work with.
Honesty And Transparency
Being honest and transparent is the first step in earning the trust of a property seeker.
Being honest shows that you have the clients’ best interest in mind and that you want to help them secure the best property for their needs, not just close the deal.
Use market trends and transaction data to transparently explain what’s happening in the property market and to outline what the client should expect. It is also a good practice to explain the entire purchase/sale process to a client at an early stage in order to make sure they are aware of all charges and fees. Being dishonest or unethical can quickly tarnish your brand name and cause you to lose clients.
Flexibility And Cooperation
Flexibility with your clients shows that you trust them and are willing to give them the space they need to make decisions.
The timeline to buy or sell real estate can be quite long, this is because it is a major life decision and clients need the time and space to ensure it is the best decision for them.
Agents who are pushy or overly urgent diminish the seriousness of this decision, which can make a deal fall through very quickly. Cooperating when a client needs more time, has a special request or needs additional help can go a long way in building a strong relationship.
Communication
Effective communication is required before, during and after the transaction is closed. When you first interact with a lead, try to gain an understanding of how they want you to communicate with them.
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Here are a few questions you can ask to do this:
- Do you prefer communicating over the phone, text or email?
- When is the best time to contact you?
- Should I contact you on weekdays or weekends?
Communication can be verbal and non-verbal.
Good nonverbal communication includes making eye contact, showing appropriate body language and using appropriate facial expressions. When speaking to clients, you should look engaged and interested in what they are saying.
If they mention a feature you dislike or an area you don’t recommend, do not let it show on your face. Everyone has different requirements in real estate, and you should be able to cater to the unique needs of each client even if the areas or properties they are looking for are not to your liking.
Check out our guide to nailing the first conversation for more tips on creating the right impression with your clients.
Professionalism
Professionalism for real estate agents includes showing up on time for appointments, using appropriate language and dressing appropriately. All these factors show that you are a serious and competent agent.
When meeting a client, greet them using their first name and show them that you appreciate their business. Ensure your clothes are neat, ironed, and well fitted in terms of dressing.
If you pick up and drop off your clients make sure your car is clean and washed. You do not need a fancy car or luxury attire to be a real estate agent, but you should look neat and put together in front of your clients.
Polite And Courteous Behaviour
As a real estate agent, being well mannered and courteous is essential for success. It helps build a friendly and welcoming brand and makes people want to work with you. Simple acts such as greeting clients with a smile or sending thank you messages can set a good first impression and create a lasting business. This social skill shows that you respect the client and helps build your reputation.
Great social skills are the foundation for building strong relationships. Real estate is a relationship business, your network will foster lasting business by generating high-quality referral leads. We hope you use these six tips to improve your social skills and become a better real estate agent!
For more tips like these, check out our Content Corner where we have various real estate articles to help you learn and grow. You can also register for one of our interactive workshops at Bayut Academy where we are dedicated to helping you acquire the skills needed to succeed in the UAE real estate market.