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Real estate is a competitive industry, but these six tactics can help give you an edge over the competition.
For many vendors, a property sale will be one of the biggest financial decisions of their life, and picking the right agent to guide them on their selling journey can be a point of significant anxiety.
According to digital platform LocalAgentFinder, there are six strategies that agents can employ to maximise their appeal to prospective clients and win client trust.
With clients growing savvier and more selective by the day, it’s essential to show aspiring vendors what gives you a degree of difference compared to the other contenders on their hit list.
Here is LocalAgentFinder’s checklist for getting prospective vendors on side.
1. Specialise
Real estate agents all have different areas of expertise, and it is crucial to highlight the specialisations that best match a client’s needs.
For instance, vendors selling a heritage-listed home could be reassured by the knowledge that their agent has sold historic properties before, or a prospective client planning on selling a home located close to a top school may feel that proven success with the local education landscape would be an asset.
2. Showcase your experience
Age isn’t everything, but when it comes to real estate an agent’s experience certainly doesn’t hurt. If an agent has many years of industry experience – especially in the local market – it is well worth highlighting this to reassure aspiring vendors that they are working with an agent who has honed their skills in reading local buyers and markets over many years.
3. Reviews
In today’s digital world, one of the first things prospective clients will do is check an agent’s online reviews.
Encouraging successful clients to leave positive reviews can provide an agent with a crucial digital boost. Offering polite, reasoned and thoughtful responses to negative reviews can also help mitigate the adverse effects of these reviews on future business.
4. Communicate
Real estate is a people business, and potential clients know that an agent who communicates clearly with vendors is also likely to connect well with prospective buyers. In an industry where time is of the essence, punctual responses are also a crucial plus point.
As LocalAgentFinder noted, clients seeking an agent to sell their property will “imagine the same energy being directed towards potential buyers of their property”.
5. Commission
When it comes to commissions, vendors can be wary, so open and transparent conversations about commissions are essential in generating trust.
Keeping commissions reasonable can attract future clients, but “reasonable” does not necessarily mean rock bottom. Offering flexible commission structures, different rates for repeat clients, or a different ratio of upfront commissions can make the agent commission more palatable to sellers.
6. Build authentic relationships
Property sales are major financial decisions, and a good agent-client fit can reassure a vendor that they have the right partner on their side.
Clients will appreciate agents who demonstrate that they share their priorities and are committed to genuinely listening to and understanding the seller’s needs.
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