A wise man said “there's only one thing in life worse than being talked about, and that's not being talked about”. And whilst we are fairly sure Oscar Wilde wasn’t an estate agent, the same holds true for you as well.
A study this month reported in Estate Agent Today found that only 48% of respondents would recommend their agent to others. That's an opportunity missed: just one good word from a previous client can do wonders (and instructions, and commissions) for you.
So here are a few tips to get those mouths talking and those recommendations rolling in.
Let’s face it. Regardless of the warm and fuzzy feeling you may get when a new family buy their first home, you're in the business to make transactions. But no cutting corners with anything less than the truth. A buyer will go a lot further with an agent they trust, so say something unexpected. If a home isn't right for them, tell them. They'll know your word's good, be more likely to listen when you show them a better home and consider your honest behaviour something worth talking about.
Go above and beyond
As most of you know from both sides, moving home is stressful. It could be because of a new job, a marriage, a divorce or an unexpected bundle of joy. But all of these reasons involve a lot of lost sleep, worry and reaching for a bottle of either milk or champagne (depending on the reason, and the person).
So do what you can to help out.
Offer to provide professionals, give out your mobile number, make sure that they know that you know what they are going through, and want to assist however you can. Find out what would make them happier. Even if it means a little legwork for you initially, it will pay off in the form of a dazzling local reputation.
So, you did your job well, everyone is happy, the buyer is all moved in and possibly still living out of cardboard boxes. Sounds like the job's done, right?
Well, maybe not. A 5 minute call just to check and see how things are going will do wonders for both you and them. It shows that you still think about them even after the payment has cleared, and that you actually are invested in their happiness.
And during that call, feel free to drop in that “if anyone else they know is looking…” part of the conversation if it comes up. But that short call will mean you’ll be the first person they call when they are next looking to move, as well as telling their friend all about your amazing customer service.
So there you have it, a few things you can do, or you may already do, to help get your customers recommending you to their friends. And if they each tell two friends, and they tell two friends, and so on and so on and so on…