Chapter 12

Now that we’ve covered the basics, let’s talk about how you can really wow your Offer-Ready buyers. Today’s home buying clients have a growing arsenal of tools to help them choose an agent and find homes they’re interested in. Wowing your clients means standing out in a sea of real estate professionals by sharing the type of advice and guidance you’d give your own friends and family – providing insights that only a true expert can.

1. BE A LOCAL MARKET DATA MASTER

Any real estate agent with a computer can print MLS sheets and rattle off statistics they quickly memorized before a showing. And, thanks to a wealth of consumer-based real estate technologies, so can your clients. Real, in-depth market insights are the ones that can really impress a potential home buyer.

Being a true neighborhood expert means knowing the ins and outs of neighborhood sales activity: how long the yellow house down the street has been listed, when the house with the pool had a price reduction and how the average price of a three-bedroom home with a view has changed in the last three months.

  • Study new listings and changes in the MLS daily
  • Attend open houses and ask detailed questions
  • Subscribe to market data services like Altos Research and others
  • Use technologies that help keep the market forefront in your mind
STAYING ON TOP OF THE MARKET WILL GIVE YOU THE DATA-BASED
INSIGHTS NEEDED TO WOW YOUR CLIENTS.
2. BE PART MAYOR, PART TOUR GUIDE

Sales data is one thing, but to really wow your clients, show them an even deeper side of your neighborhood expertise. You want your Offer-Ready buyers to believe you’re part mayor, part tour guide.

Which streets are considered part of a flood zone? When does the local swim league start at the YMCA? Are neighborhood zoning changes up for a vote? When the best time to get a table at everyone’s favorite local restaurant?

The information age has transformed into the customer age. Clients are now in the driver’s seat. In the age of the customer, data is now your middle name.
Intricacies of your community, commute, water quality and connectivity (you better know the Internet speeds in the ‘hood) are critical. Lifestyle is now what you use to understand your client better.

– Kelly Mitchell, CEO of Agent Caffeine

WITH SO MUCH INFORMATION AVAILABLE ONLINE, OFFERING UNIQUE,
LOCALS-ONLY INSIGHT WILL MAKE YOUR CLIENTS FEEL RIGHT AT HOME.
3. BE A RELATIONSHIP BUILDER

Relationships make a huge difference in any sales profession. Developing insights on how other local agents handle negotiations, for example, can give your clients a leg up during the purchase of their new home.

Maybe you know that a particular listing agent always counters at least twice before coming to terms. Put this information to work by adjusting your client’s initial offer.

4. BE A PROPERTY VISIONARY

Understanding the best use for a property is another area where you can really shine as an agent and open the minds of your clients to homes they may have not considered otherwise. Whether your Offer-Ready client is a family of five or an investor, help your buyers see past the obvious.

  • Would the property be ideal as a rental property?
  • If the kitchen and baths were updated, could the home be a profitable flip?
  • Could new owners add a closet to an awkward room to get the fourth bedroom they were looking for?
HAVING AN EYE FOR A HOME’S OPTIMAL USE CAN GIVE BUYERS
THE VISION THEY NEED TO MOVE FORWARD WITH AN OFFER.
5. BREAK BREAD WITH YOUR CLIENTS

This doesn’t have to be a seven-course meal at a five-star restaurant. What is important is that you’re reconnecting with your clients and letting them know you value them as an important member of your friends and associates. An unexpected lunch date at the local bistro or grabbing a quick coffee when you’re in the neighborhood is a sure way to stay top of mind.

6. SEND A HANDWRITTEN NOTE

It may sound old school, but in today’s digital world a handwritten note can really stand out from the crowd. Consider this option for one or more of your milestone-triggered touch points.

WHETHER IT’S A SIMPLE THANK YOU NOTE OR A QUICK BIRTHDAY WISH,
LET YOUR CLIENTS KNOW YOU APPRECIATE THEM WITH SNAIL-MAIL.