There are few things more stressful than the process of buying or selling a home. For most people, it’s the largest financial transaction they’ll ever make. And despite the rise of real estate sites like Zillow and Trulia, homebuyers and sellers are showing no signs of abandoning the practice of using agents to simplify the process.
In fact, the number of homebuyers and sellers who utilized a real estate agent maintained their historic highs in 2017, with 87 percent of homebuyers purchasing their homes through a real estate agent or broker, and 89 percent of home sellers working with an agent, according to an annual survey conducted by the National Association of Realtors.
While this is obviously great news for agents and brokers, you still have competition when it comes to securing clients and closing sales. The following are three of the best ways you can improve the client experience and increase your closing rate in 2018.
- Anticipate your clients’ needs. From your initial contact all the way through to the end of the sale, your clients want to feel like they’re your only client. The most effective way to convey that they are your top priority is by ensuring that you are not only responsive to all of their communications, but that you are also anticipating their needs. This includes — especially for first-time homebuyers or sellers — thoroughly explaining every step of the process so they know what to expect. Keep in mind that providing a superior experience to your current clients can help you land even more clients in the future, as word-of-mouth recommendations are the most effective way to generate more business.
- Offer value-added, time-saving benefits. Your clients want nothing more than for the home buying or selling process to be as seamless as possible. One of the ways to accomplish this is by going paperless with Form Simplicity. By utilizing Form Simplicity’s online forms and eSignatures, you can reduce the closing time by as much as 25 percent. And as more people increasingly relying on the ease of mobile technology, your clients will appreciate the ability to complete required paperwork on their own terms.
- Advocate for your clients every step of the way. Your clients want to feel like they’re getting the best deal possible — and they’re relying on you to deliver. So, in addition to openly communicating, make sure that you’re explaining what you’re able to provide throughout every step of process — from negotiating the price and terms of the sale, to attending the inspection and negotiating any home inspection repair requests on their behalf.
While the home buying and selling process can be trying at times, there’s nothing better than the moment you’re able to hand over the keys to your client’s new home. And if you’ve built the right relationship throughout the process, odds are, you’ll have secured a client for life.
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