How do you equip yourself to be a Trusted Partner in Property?

The agent who goes above and beyond before, during, and after the transaction wins. Welcome to the value economy. If customers perceive you as a trusted advisor, you're well on your way to securing business and referrals.

The key skill here is value creation—delivering what the customer truly cares about. It's not about being different for the sake of it, being a disruptor, or positioning yourself as the next big thing. It's about fulfilling more of the essential tasks that the customer needs completed. Let’s break this down in detail:

BEFORE THE TRANSACTION

• Thorough Preparation:

  • Conduct a comprehensive market analysis to determine the best pricing strategy.

  • Ensure the property is in top condition by recommending necessary repairs or upgrades.

  • Stage the property professionally to enhance its appeal.

• Advisory Services:

  • Recommend reliable suppliers such as solicitors, finance brokers, and other necessary professionals to guide the client through the process.

  • Provide insights on the best financial products and services tailored to the client’s needs.

  • Assist in understanding legal documents and processes, ensuring the client is well-informed at every step.

• Property Research:

  • Proactively search for additional properties that might meet the client’s criteria, including off-market opportunities.

  • Provide detailed reports on each potential property, including neighborhood analysis, future development plans, and historical data.

  • Organize and accompany clients on property tours, offering expert advice and insights during each visit.

• Organizing Logistics:

  • Arrange for quotes from various service providers such as moving companies, cleaners, and contractors.

  • Assist in coordinating leases or buyer's representative services in the client’s future location.

  • Plan and manage a timeline for all pre-market activities to ensure a smooth transition.

DURING THE TRANSACTION

• Property Setup:

  • Ensure the property is meticulously prepared for each showing, including cleaning, staging, and addressing any last-minute issues.

  • Implement marketing strategies such as virtual tours, professional photography, and social media campaigns to attract potential buyers.

• Remote Coordination:

  • Offer virtual tours and FaceTime sessions for absentee owners or buyers, ensuring they are fully informed and engaged regardless of their location.

  • Provide real-time updates and feedback through various digital communication channels to keep all parties informed.

• Timely Updates:

  • Send a brief voice note or video message at the end of each open house to summarize the event and highlight key observations.

  • Follow up with a detailed call or meeting to discuss the home’s performance, potential offers, and the next steps in the process.

  • Regularly update the client on market conditions and any changes that might impact their transaction.

AFTER THE TRANSACTION

• Security Measures:

  • Re-key all locks on settlement day to ensure the new owner has a single, secure set of keys.

  • Provide recommendations for additional security measures if needed, such as alarm systems or smart home devices.

• Mail Redirection:

  • Handle the redirection of mail for both the buyer and seller, which not only ensures smooth communication but also helps maintain up-to-date contact details in your database.

  • Assist with updating addresses on essential documents and accounts.

• Service Connections:

  • Coordinate the connection of essential services, including internet, gas, electricity, water, and waste management.

  • Provide quotes and arrange for moving services, cleaning, and any necessary home maintenance or improvement work.

  • Offer a welcome package with local information, tips for settling in, and contact details for local services and amenities.

THE COMPREHENSIVE APPROACH

Do you have a detailed list of everything you do for your clients before, during, and after the transaction? And do you showcase it at every listing presentation? It’s more than just offering concierge-like services; it’s about doing the groundwork so the customer can see, experience, and share the benefits.

This approach involves:

• Transparency: Clearly communicate every step you take on behalf of the client.

• Personalization: Tailor your services to meet the specific needs and preferences of each client.

• Consistency: Maintain high standards of service throughout the entire process to build trust and reliability.

By implementing this comprehensive approach, you not only enhance the client’s experience but also foster strong relationships that lead to repeat business and referrals. That’s the true art of word-of-mouth marketing.