realestatebusiness logo
Subscribe to our newsletter SIGN UP

Why honest client relationships will increase your earnings  

14 December 2016 Hannah Blackiston

Building a meaningful relationship with your clients takes time, but it can significantly improve the customer experience. Century 21 chairman and owner Charles Tarbey says without a good relationship, you’re just wasting your client’s time.

“Youve still got to have a relationship with a buyer. You cant go out and negotiate with a buyer to get the best possible price for your seller without having first established a relationship with them,” Mr Tarbey said.

When you are dealing with a seller, a good relationship will encourage honest communication.

“I know with my clients, some of them would say to me, ‘Id like to sell my home for X’ and Id go, ‘Look, Alex, dont waste my time, dont waste your time’,” Mr Tarbey said.

“You know, you cant generally say that with somebody youve never met before.”

Mr Tarbey stressed that it is important not to allow a budding relationship with a buyer get in the way of securing the optimum price for a seller.

"If somebody comes along and makes an offer, Im going to say, ‘Look, I can present your offer to the seller, but Im not going to present the offer to the seller in a manner theyll accept because, at the end of the day, the sellers got to get the best possible price so Ive got to get your highest possible offer before I go to the seller’,” he said.

A good relationship with clients is what sets top agents apart at a time when technology is providing a lot of information previously held exclusively by agents.

“Its not as if we live in an uneducated world today. You can look around you and you can see whats selling at the touch of a fingertip, with your keyboard,” Mr Tarbey said.

Why honest client relationships will increase your earnings  
lawyersweekly logo
Recommended by Spike Native Network

Where is the biggest threat to agents in 2019?

3rd party lead generation companies
DIY models discounting sales commission
Prop-tech firms cutting out the agent value proposition
A yet unidentified proper disruptor – like Uber or Airbnb
None of the above. There is no threat.
Do you have an industry update?
Ensure you never miss an issue of the Real Estate Business Bulletin. Enter your email to receive the latest real estate advice and tools to help you sell.