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Real estate agents need to be personable, charismatic and influential – but could you be connecting more with your customers?
Speaking with John McGrath at AREC 2016, Stefanie Dobro of Caporn Young gave her opinion on why women are so successful in real estate, and her tips on how agents can improve their customer service and make better connections with their clients.
1. Love your work
“I love helping people, that’s probably the thing that drives me most,” Ms Dobro said. She went on to say that agents have a very “powerful role” in helping clients change their lives, and that the excitement behind this is what pushes her to deliver. A love for customer service and meeting new people is a great trait for agents and will improve your communication with clients.
2. Make a connection
Think of your client as more than just a client. Compassion and understanding are two traits Ms Dobro credits with helping her forge connections with her clients. She believes that women are great at understanding the situations of others, but also said distancing yourself from the emotions involved in a sale is important.
“I think women are naturally very caring and I think they ask lots of questions because they’re interested, and they listen to the answers and then they make the connection between the answers for follow-up questions,” she said.
3. Maintain a great attitude
“I always try and stay positive,” said Ms Dobro. This positivity is easily picked up on by clients, especially those who have concerns about the sale. Bringing this attitude to your listings will encourage your clients to feel comfortable with you, and is a great start to developing a connection. A lot of top agents say they try to maintain high energy levels, and Ms Dobro said this is really important in her dealings with clients.
4. Listen to your clients
“Listening to what they have to say and thinking about what they’re telling me and what the best thing is for me to learn from what they’re saying,” said Ms Dobro. She uses this technique when dealing with difficult clients and said understanding where clients are coming from is the key to handling their concerns.
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