MINDSET - LEARNING THE NEEDS OF YOUR CLIENT

LEARN THE NEEDS OF YOUR CLIENTS                                                                               Do they have kids? If they do, you must become familiar with nearby schools, recreation areas, and after-school activities.   Maybe a couple is just starting and doesn’t have kids yet. They will have other interests; it’s up to you to discover what they are. Talk to them and use your chat line to expand on learning their needs.

Retired couples are different from young or middle-aged couples. They will be looking for other houses and amenities. One size will not fit all, which is why there are so many shapes and styles of homes. Eventually, you’ll figure out what home fits the wants and needs of the different types of buyers you will be dealing with. 

You’ll learn there are only so many different types of people in the world and eventually gain the instincts and skills to identify and serve those you are working with.  

After a time, you’ll see a pattern developing that will lead you to match which house fits which client. If your instincts are sharp, it won’t take long for you to understand a client's needs by observing their personalities, learning about their financial position, and figuring out what neighborhood and home will fit them.  

Be observant and look closely at people. Ask what they do for a living. Are they professionals or blue-collar? What type of clothes are they wearing? Do they look like they shop at Ross or Macy's?  Check out what kind of watch the husband has around his wrist and sneakily peek at the wife’s ring finger. Is she wearing a good-sized diamond wrapped in an expensive setting, or is it a cheap-looking stone? Listen to how they converse with you, with each other, and with you. Get close to them. Smell them. Shake hands–forget the fist bump; that’s for pussies and germaphobes. 

Touching the flesh sends essential messages to the subconscious. 

Look at what they're driving. Is it a Porsche, BMW, or GEO Metro? These things may seem superficial and tiring, but those will save time and money by painting a picture of who you are dealing with. The more you know about a client, the better you can serve them, which is the whole point of the job.  

You may come across people busted out and putting on a show, but that’s the exception, not the rule. Practice will make you sharp and cunning so somebody won’t be able to pull the wool over your eyes. 

Like most businesses, there’s a grey area in real estate. You have to be intuitive about people. Once you learn how to peg them, you’ll gain the upper hand on how to sell them. That will save you time to work on other things like marketing to more customers and clients. As you gain an intense introspection into people, everything you practice and work on in and outside of real estate will change your life forever.  

I have given you insight into parts of the early stages of the sales process. Now, it’s time to move on to the next step: assembling the strategies and tactics for finding leads, which is your primary objective as a realtor. Until you can pay someone else to do it for you, it should always remain at the top of your weekly work schedule.