Win listings in a competitive market and connect with clients with these three tips.
Lynette Malcolm of Chadwick Real Estate spoke at AREC 2016 to share her tips on winning listings in a competitive market and connecting with clients.
“I think one of the key things [to understand while] sitting in a room with a vendor is this is what they’re not saying,” Ms Malcolm said. She added that being sensitive to a client’s situation is a good way to build trust with them, which would in turn increase your engagement levels.
“That engagement from day one is probably key throughout the whole sale process for me to be able to work alongside a client … to actually get an outcome,” she said.
Keep in contact
“They [my clients] hear from me a lot,” Ms Malcolm said. She credits ‘aligning herself’ with her clients and ensuring they feel supported and looked after throughout the process a way of keeping them happy. She said this contact encourages a close relationship with her clients, adding that many of her clients think of her as a friend after listing with her.
Transparency is key
“Yes, I am the expert and I am the authority that can help them through the process, but I think one of the key reasons, at the end of a presentation, that they feel comfortable with me is that they actually understand what’s about to unfold,” Ms Malcolm said with reference to why clients choose to list with her in the competitive upper north shore. She added that clients don’t need to completely understand the entire process that is about to be undertaken, but keeping them in the dark is likely to diminish your connection with them.