WHAT DOES IT TAKE???...Business Relationships Are Tough To put together!!!
BUSINESS RELATIONSHIPS NEED TO BE ASSEMBLED. Until all the pieces are in place, All you have is a pile of pieces, meaning nothing!
As Real estate professionals, it is essential to build trust, comfort, believability, and credibility with your clients and customers. The ingredients with which to create this relationship are not unique to real estate--any successful sales professional knows that you must be as on target with how you handle people as a good psycho-analyst!
TRY STARTING WITH A WILLING PARTICIPANT!...
When the time is right to start a real business relationship I have discovered that you need to have a willing partner. This may seem to be quite obvious, but I have found that there are more agents out there trying to develop relationships with people who have no interest in them.
These are the agents who believe they have the "magic touch" with people. They do not even question their ability to sign people up as "My Customer" or "My Buyer" or even "My Client" when in fact they are in no better a position than a brick wall to have the kind of connection that it takes to have a good, solid business relationship.
THE PLAIN TRUTH...
The plain truth can be quite painful, as one of my fellow agents learned a year or so ago.
This agent had her eye on a homeowner who was known to buy properties and build new houses and in turn, list with an agent and sell said property. This man was her neighbor; lives in the same gated community as she does and therefore the idea that he was hers to claim in a business relationship seemed obvious to her.
It so happens that this individual homeowner had already heard of me, found me on the internet and called me to handle his next project. She persisted in the pushing to work with her---she invited him to parties and persisted in "accidentally" running into him when he was walking his dog at the same time she was walking hers!
This man was so turned off by her behavior that he finally wrote a note telling her he already had an agent he was happy with and that there would be no need to contact him anymore...to this day he still gets invites to her parties and she persists in trying to get him to finally recognize that he "belongs" to her because he is her neighbor!
There are ways one can develop business relationships that seem almost impossible to build, but I have never heard of one happening unless the following attributes are applied to the effort!
- Take your time, if at all possible when you first meet a potential buyer or seller; an unhurried meeting gives you the chance to reveal who you are.
- Listen more than you talk.
- Remain open to the idea of just what this person's situation is.
- A good rapport will begin a business relationship that can last well into the future with this client or customer.
- You can reveal your real estate aptitude by telling a potential client/customer why you are in the business, what you have accomplished (even if it is just one instance) that you experienced and are well prepared to discuss.
- DO NOT dominate the conversation, however, a little bit of bragging can work in your favor.
- Site 1 or 2 instances that are truthful and have made an important contribution to a business and do not go overboard.
CREDIBILITY IS ESSENTIAL...
- Be prompt in all your dealings; this includes returning phone calls and emails
- "In today's world of universal deceit, telling the truth is a revolutionary act"-- George Orwell said it back then and today it is even more true!
- Always keep your commitments; never let anyone "hang" in wait for you.
- Do not over-commit; promise only what you are able to finish!
COMPETENCE IS GOLDEN...
Nothing will seal your fate with a client or customer more than competency!
- Competence is a rare quality in real estate---find it and use it as if your life depends on it.
- Find out how to get the most information from your town building department--become a regular in town hall
- Consider your relationships with zoning board members as important as the one with your client!
- Become proficient at informing your client/customer of current developments--
The nature of business relationships is a fragile one. You risk losing more than one client/customer if you fail to build up your ability to bond with just one of them!
PLEASE COMMENT BELOW AND LET US ALL KNOW WHAT WORKS FOR YOU WHEN BUILDING YOUR BUSINESS REALTIONSHIPS:
**ALL INFORMATION AND CONTENT IN THIS BLOG IS ORIGINAL TO PAULA I. HATHAWAY. The views expressed herein are my personal views and do not reflect the views of Douglas Elliman Real Estate
Paula I. Hathaway, Senior Broker Associate, Douglas Elliman Real Estate
Southamtpon Village Real Estate Specialist since 1995; Also Specializes in North Sea, Noyac, Water Mill and Bridgehampton, New York
Diamond , Gold and Chairman's Circle Awards; Top Producer since 2005
Click here to see my Hampton's website to see all my listings; please email me or call me for all your real estate needs in Southampton, Bridgehampton and Watermill: http://www.elliman.com/paulahathaway
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