Effective communication in real estate is key to success, especially for property agents. To be able to make a sale and build a robust real estate client database, an agent should have the right set of communication skills. Today we will share some tips on how to talk to real estate clients over the phone that will effectively help you to build a strong and lasting relationship with them.
We regularly talk about the correlation between customer service and lead conversion. Oftentimes the gap between converting leads to sales and building a trustworthy client relationship can be a result of the first point of contact, which is the initial call between a real estate agent and client. This gap can be easily fixed bu adopting the right service behaviour.
Before we go into all the tips for effective communication in real estate, let’s understand the meaning of service behaviours.
What are ‘service behaviours’?
In basic customer service terms, ‘service behaviours,’ refer to how we conduct ourselves. There are different types of clients in real estate with varying needs. Ideally, we should conduct ourselves in a way that meets our customer needs. But how can a real estate agent correctly identify the needs of their client? Here basics communication techniques for real estate agents, that can be employed to get clients in the real estate business.
5 tips for Effective communication in Real Estate:
How To Talk To Real Estate Clients?
Conversations between the real estate agent and the client should have a smooth flow. To achieve this, brokers do not need to execute repetitive real estate scripts. Instead, use these effective communication tips for real estate agents and improve your conversations with real estate clients looking to buy property in Dubai.
1. Keep a friendly and professional tone
The first item on our list of tips for effective communication in real estate is possibly one of the most important tips for real estate agents. People buy from people they trust and they trust people they like. So, start the conversation right by projecting a friendly and professional tone. It sounds like this, “Hi, this is Farid with Bayut. How may I help?”. Also, try to say this with a smile. While the person cannot see you over the phone, but the client will hear a happy person who wants to help. This is especially helpful when trying to get your first client in real estate.
2. Empathise with your clients’ needs
Empathy, simply put is to put yourself in the other person’s shoes and feel what they are going through. Buying property is a BIG decision and a BIG expense. Many (not all) customers do have concerns about making such a large purchase. Treating it like just another online purchase is one of the most negative communication techniques in real estate. Pushing customers to buy, brushing off their concerns or saying “trust me” are also very off-putting and will likely result in them finding another agent who is willing to listen.
Asking, “What exactly are you looking for?” or “What concerns do you have about buying the property?” followed by active listening and an empathic response can go very far. Simply saying, “I understand, a lot of clients have concerns. That is why it’s important that we look at accurate market data and at buildings or villas that have excellent property management to ensure this is a wise investment” can help to put a client at ease.
3. Understanding frustrations that clients are facing in the market
Another one of the important communication tips for property agents is to understand what frustrations the client may have faced. When trying to get your first client in real estate, we recommend asking questions like “How has your experience with other agents been?” or “What are you looking for in an agent?” are great open-ended questions. Once you have this information you can make sure to align your service to each specific client. Understanding what a client wants and matching your service to that need is a simple way to convert more leads.
4. Always call-back your real estate clients
Potential buyers dislike agents that don’t call back. Promising a call back to your clients and not doing so shows a lack of professionalism by the agent. The more people you talk to, the more business you are likely to conduct.
5. Ask questions
Whether you trying to find a leaser for an apartment or trying to sell one of the luxury villas in Dubai, it is important to go a step further to make sure your client is able to understand the commitment they are about to make. We recommend using a few of the following questions in order to understand what your client is looking for. Then provide them with the relevant information.
- Has anyone walked you thought the entire purchase process and mortgage process, should you be taking out a loan?
- What are you looking for in an agent?
- What’s brought you to the decision to buy the property and what concerns might you have?
Buyers ultimately want an agent who will help them. So, uncover what that “help” is. It differs with every client. But make sure you use these communication techniques for property agents to make sure you respond professionally and in a friendly manner.
Using effective communication in real estate is the best way to get clients. If you’re interested in attending a live training session for topics like this one, learn more by contacting us on email@example.com.
And that wraps up Bayut Academy’s real estate agents tips on how to communicate with real estate clients in Dubai. If you enjoyed this article you may be interested in MyBayut’s tips on qualifying real estate leads and how to become a successful property agent in Dubai.