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How I Won a New Client: Stay Relevant with Social Media

posted Nov 17, 2017, 4:38 PM by Joyce Evans   [ updated Nov 18, 2017, 4:39 PM by Richard D'Ascoli ]
By PSAR Past President Carey Guthrie

The best advice I can give to any REALTOR® who wants to win a new client is to be the best you can be in all avenues of real estate. Strive for excellence. Never settle for mediocrity. Excellence is not an act but a habit. Our life journey is certain to have both peaks and valleys, and some days will be better than others. But, resolve to think only of the best, work only for the best and to expect the best in yourself in others.
So, how can you be the best to win over new clients? Here are a couple of recommendations:
-- Stay relevant. That means keep up with social media (otherwise, you’re missing the boat). Include in your repertoire such tools as video, high-resolution photos and 3-D (Matterport offers a good product). Use Instagram and Linkedin to tell about yourself. The more people know about you, the more they will trust you and feel secure about selecting you. Tell them plainly about your high standards, how you hate careless ways, that you demand the best and make no allowances for error.
-- Tell the prospective client how you will give their property a story. Everyone loves a good story. Friends don’t keep good news from other friends. So, share with the prospect how you are a good storyteller and how it can make the difference. Explain how you overcame problems because you view problems as opportunities to do your best.
-- You won’t win a new client by being a “secret agent.” Give the prospect a variety of ways to contact you, including phone, texts, and e-mail. Build additional confidence with contact info for your assistant or transaction coordinator.
-- You can win them over by explaining up front the entire transaction process step-by-step. For example, let them know they will first see the “for sale” sign, then the photo shoot, then the brokers’ open house, then additional open houses and so forth. Explain appraisal, title and escrow and how it all will benefit them. From the first to the last, explain everything to convey expertise and commitment to serve their needs. Be honest, promise a quality experience and provide quality communications.
-- Be yourself. One of the major causes of stress comes from trying to be somebody that you’re not. When you are fearful that someone’s going to find out what you’re really like and that you might not be able to keep up the façade, it can cause stress. The only way you can counterbalance outside external pressures is to have an internal sense of confident satisfaction about who you are. Until you overcome your insecurity and feel good about yourself, you won’t feel like helping anyone else. So, be secure in who you are and whose you are so that you can effectively serve others.