As online home buying and selling web tools advance, real estate agents have started fearing that clients will believe their commission isn’t justifiable with the services they provide. Creating value for clients by showing them how much easier the home buying and selling process is with a real estate agent is the best way to earn referrals and get past clients to want to do business with you again.
Here are a few of the most effective ways to create value for potential clients.
Why It’s Important to Convey Value
Websites like Zillow and Trulia are tools that homebuyers and sellers often turn to throughout their buying or selling journeys. Good agents know that these tools should be supplementary to the process, but a complete experience involves a knowledgeable realtor to guide homebuyers and sellers.
When homebuyers run into questions about the listings they find online — or about the process in general — they will still rely on an agent to meet those needs. This means that, at the end of the day, you as an agent still control the client’s home buying experience.
This gives you the opportunity to fully prove all of the expertise and knowledge you bring to the table, allowing you to show your clients why you deserve their business.
Creating Value for Homebuyers
Anticipating the buyer’s needs is a key way to show your value. But to successfully do this, you must first understand what kind of buyer you have.
For example, a first-time homebuyer will need more hand-holding and education as compared with a buyer who has previous experience with the process. And a couple looking for a new home to accommodate their growing family will have different needs than an international investor buyer or a military family needing to relocate on a specific timetable.
This is why it’s important to get certifications, define your niche and join brokerages that specialize in the types of properties that you want to work with. Specializing in a realm within real estate also allows other agents to refer you to any clients they come across that might need your specific services.
The more you know about your niche and your clients, the more seamless you’ll be able to make the process for them.
Creating Value for Sellers
It’s also important to communicate the knowledge and experience you bring to the table for sellers in a way that resonates value with them. In this day and age where texting and emails are convenient, meeting with them in person, walking them through every step of the process using infographics, written and spoken communication is imperative to ensure your clients feel informed throughout their home selling experience.
Showcasing your abilities to help their home sell faster than they could on their own is also another great way to show clients how working with you makes their lives easier and their home selling process as close to stress-free as possible.
Express and deliver on how you can give your client a platform for wider homes visibility, such as access to professional photos, insight into how to competitively price their home, and ways to find home fixes that the sellers themselves wouldn’t have noticed.
Going to bat for your clients when it comes down to negotiating home prices is an added value people will appreciate the most, since most people aren’t trained on how to negotiate or don’t feel comfortable doing it on their own.
At the end of the arrangement, you can also earn your client’s good will by making their move easier. There are a lot of moving services, such as Moveasy which can be a welcomed stress reliever in what is often considered one of the most stressful events in their lives.
Lastly, as an agent, you can provide your clients with the convenience of eSignature services and online document transactions. Using real estate transaction management software like Form Simplicity allows you to create value for clients by optimizing the home-buying or home-selling process. Digital transactions help you make a notoriously stressful process much easier for all of your clients, earning you word-of-mouth referrals and repeat business.