How to win over a skeptical client: Authentically connect
Posted on: 10/18/2017
How to win over a skeptical client: Authentically connect
Text Marketing Services for realtors
We’ve all been there; you have a client, a potential client, sitting across the table from you. They’ve just been through the worst month of their life trying to work with a real estate agent that didn’t come through for them. And now, here you are, trying to convince them that working with you will be different. It’s difficult to convince clients that have been burned before to trust you. So, how do you convince them? Well, show off your stuff. Show them you are different by the things you do: the way you handle negotiations, text marketing services for realtors you use, the hours you put in on their behalf, the lengths you are willing to go to make sure what they want to happen really does.
In addition to showing the potential client how you are different, you need to find a way to authentically connect with them. I don’t mean in the sappy way of holding their hand and looking deeply into their eyes. Although a firm handshake and eye contact is important. I mean find a way to show the client what you are all about.
Find the specific pressure points–the ways in which they feel the other agent didn’t perform. Then showcase your previous work as hard evidence of your effectiveness. You can showcase your work in many ways. For example, say you use text marketing services for realtors. Show the client the campaigns you have going and their effectiveness. Sometimes seeing is believing. Especially if they’ve been taken by another realtor.
Along with showing them hard-evidence, here are five common and useful ways to mediate for another agents failures:
- The listing expired. This is probably the most important, and most tender, point to the client. They sought out an agent to help them sell a house and they got burned. Their house didn’t sell. Use your detective skills and see what went wrong. What would you do differently? Lay out a plan, step by step. Show the client you can do what their previous agent failed to. Keep in mind, though, not to talk badly about the other realtor.
In fact, instead of highlighting the other realtors mistakes, give examples of your competencies. Tell them about homes you’ve sold in similar situations. This will help the client feel confident in your abilities. And it won’t get you into trouble with other realtors in your area. Your job here is two-fold: keep the client happy and your peers around you.
- Price taking a nosedive. When a home doesn’t sell, it’s easy for an agent to simply lower the price to lure homebuyers in. However, when working with clients whose listings have expired, make sure to set the record straight. What did the client want the house to sell for? What are the amenities that they think merit the value of the home? Create an environment where the client can tell you, in a genuine way, about their home.
As the expert on their home, the client knows the intricacies of their property that can be helpful in listing the home again. If the price does need to be adjusted, have a conversation about it. As long as there is open dialogue between you and the client, a pool of shared meaning can be reached. You want to come to a consensus that everyone is comfortable and willing to go with. Keep in mind, though, that the best answer doesn’t need to compromise you or the client’s self-interests. Often, you can reach a solution by discussing the situation together that is better than any compromise would ever be.
- Previous listing photos lackluster. This is probably the easiest problem to remedy. Simply show the client your previous listings with professional photos. Let the client look at the professional photographers work. Usually a quick comparison between the old listing photos and the new professional ones will do the trick.
- Casual approach to selling. This often happens when an agent thinks that a listing will sell itself and they don’t need to do too much work. And when an offer did come in, the agent didn’t fight for what the client wanted.
To remedy this you can reassure the client that you are 100 percent on their side. What they want, you want. You can bring up examples of previous clients that you’ve worked for that have been in similar situations. Give them concrete numbers; tell them how successful you were. Let them know if they want something, you can get it. And that no matter what you are working for them.
- Concentrating on commision, not clients. Every agent knows this is one of the most dangerous situations you can put yourself in. You never want your client to think that you are just in it for the money. Good experiences with clients add to your reputation. And without a reputation, no one wants to use you as an agent.
Perhaps the previous realtor the client worked with really was in it for the money. If that is the case, you are going to have to work extra hard to win over the client. Show them some of your work that didn’t get high commission, but was still worth it for other reasons. Show them you are human too and appeal to their good nature with your sincere authenticity. Find a way to win them over; to get them on your side.
Finally, it’s a lot easier to convince a client that’s had a bad experience that you are there for them if you aren’t using pig pen leads. Pig pen leads are leads that come from big box realty companies that cost a fortune. These leads, or potential clients, have been contacted so much that they are tired of hearing pitches. A way around using pig pen leads, but still be effective at marketing is to use something that is relatively new to the real estate market: text marketing services for realtors.
With text marketing services for realtors you can find leads that haven’t been pestered into exhaustion. This simple marketing tool generates organic leads that turn into actual clients. So go ahead, don’t be afraid to connect authentically with burned clients. It may just be the best thing you ever did.