Innovative ways to land more clients

The expectations held by clients looking to buy or sell homes are changing, and Realtors can benefit significantly from altering their approach to reflect the new normal, real estate expert Will Caldwell recently wrote on Inman News.

The expectations held by clients looking to buy or sell homes are changing, and Realtors can benefit significantly from altering their approach to reflect the new normal, real estate expert Will Caldwell recently wrote on Inman News.

New Normal for Realtors
Caldwell, co-founder and CEO of Dizzle, a company that provides technology solutions to real estate professionals, stated that listings have grown far more accessible. Therefore, buyers and sellers are increasingly working with realtors to make the best-possible transaction and smooth out the resulting homeownership. To remain competitive, real estate professionals must change up their approach and focus on the best interests of the client.

Once Realtors have adopted this client-centric mindset, it is imperative their professional image reflect this change. In other words, real estate professionals need to show clients they care. Getting this across might require some effort to overhaul various aspects of their personal brand.

For example, they can start by ensuring they have the most up-to-date information on the local property market, which will enable them to help buyers and sellers make the best deals. By using CRS Data, Realtors can access mortgage records, warranty deeds and other vital information on any property.

Next, they can then translate this strong grasp of information - which may provide a competitive advantage - to clients.

Articulating compelling metrics
Another way real estate professionals can generate business is by focusing on metrics that are more client-centric, which could help them articulate their value proposition more effectively, Caldwell wrote. Realtors can leverage data from past deals to show the results they have generated for buyers and sellers, whether it involved delivering significant cost savings or a strong return on investment.

Use testimonials
While real estate professionals can use Caldwell's suggestion to convey quantitative results, they can also harness testimonials to articulate value that cannot be summed up with numbers. While a client may not be able to apply metrics to a great experience, they can certainly write about it, and the benefit it provided.

Build a great website
If Realtors want to cover all their bases and show both prospects and clients that they are technically savvy, one great approach involves developing a website that reflects a keen knowledge of the industry. In addition, many real estate professionals would consider downtime an afterthought, but checking a URL regularly to ensure it is working can make one stand out.

Ensure a great mobile experience
One way to land clients in this day and age, where the use of tablets and smartphones is growing, is to cultivate a strong mobile experience that will hook buyers and sellers alike, Caldwell emphasized. Providing users relevant information with minimal input is integral to holding the attention of prospects.

To survive in the new normal, Realtors may need to reassess the market and determine how they will change to get with the times. This may involve using a sharply different approach, focusing more on clients and harnessing technology to improve marketability wherever possible.



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