The best agents focus towards creating and maintaining relationship rather than pushing for more leads to help them sell more as relationships create referrals. So how can you build stronger relationships to gather quality leads and invest time in those potential buyers and investors?
The magic to becoming interesting to your buyers is to show that you are interested or fascinated by their current situation. Be interesting by being interested. Here’s a few ways to help you become interesting.
- Ask
Relationships usually starts with asking questions but not just any question to spark the conversation. This is where you have to ask the right questions. To show interest this is where you should ask open-ended questions and personal.
In this case scenario, you could ask about their lifestyle and interests or perhaps the family arrangements. This is to understand better on their wants and needs for the next home sale or purchase. Also just as important is how the question is asked. It should show that you have interest in knowing them better helps keep them engaged to close with you.
Just as important is the tone of how you speak to come off as helpful. Channel a positive sign of interest and display your ability to help your buyer. Don’t forget to pay attention to your body language when meeting them as well.
- Listen
With the importance of asking also comes the equal importance of listening to their answers. When you are aware you enable them to speak more about themselves. Asking follow up questions then listening helps you connect with their needs.
It isn’t an easy task to learn to be an active listener but try open ended questions to drive the conversation to listen more to what they want and need.
- Follow
With technology, this allows you to find out more. Try looking them up via google or follow their social media to find out what their lifestyle and interests are. Then comment, share to engage further to build a relationship with them using the current digital age.
The key takeaways of this is to be interested and appear interesting to your potential buyers and investors to create a relationship and build referrals from this. Even if the deal isn’t closed you have built a strong relationship with them.
