Do You Take the Time to Really Get to Know Your Clients?

Midvale Utah Real Estate Careers with Kathy Moore

How well do you know your clients? When you gather their information, do you consider yourself ready once you know their price point, name, and phone number?

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The first thing you want to do for a new client is invite them into the office for a consultation. You will have a form for their name and number, and then you will create a profile for them. They will appreciate all the detail you are going into because it means you care and you are doing your job correctly and well.

You should also ask about their motivation. This is the one thing you can never create. You have to dig through the layers to really get into their motivation. For example, let’s say a client comes in and they say they have time to buy a home. You ask them when they need to be in their new property, and they say, “Oh, in about a month.” There is a disconnect here - they think they have plenty of time and you know you’re in a huge rush.

Keep in mind that most buyers don’t understand what goes into finding them a home. Motivation is a huge key to helping them navigate the home search. You have to know their big why.

It's crucial to understand your client’s motivation.

Next, you can ask about what kind of house they want. This will be one of the things you do best because, after all, it’s what you do for a living. However, don’t skirt the details; you really need to know what they want. If they say they want an open kitchen and a big backyard but you notice that they aren’t really looking at the yards at all or their idea of an open kitchen is different than yours, you need to adjust the home search accordingly.

Finally, you have to ask about their financial information. This can be tricky because people are standoffish when it comes to talking about money. Before you look at homes, though, you need to know if they’ve been pre-approved. Don’t just ask flat-out if they’re pre-approved already; say something along the lines of, “Have you checked into your loan options yet?”

You can judge how ready the client is based on their response. If they are prepared and have the pre-approval paperwork with them already, great. If not, that’s okay. Recommend two or three of your preferred lenders to them and advise the client to interview the lenders. That way, they have a choice in who they work with and you know they are working with a good lender and the pre-approval will be strong.

Knowing your clients well is key to helping them through the home buying process. They will appreciate the time and energy you put into gathering these details up front. Remember, the work you do up front will save them stress in the end.

If you have any questions, give me a call or send me an email. I would be happy to help you!