Real estate agents today spend a good part of their time solving issues to ease their homebuyers‘ concerns.
Agents need to be able to put their clients at ease during this emotional rollercoaster of a process.
Consider meeting buyers’ emotional needs in the following four ways:
1. Put together puzzles and solve problems
Every buyer brings a new puzzle that has to be put together. With 87 percent of buyers using a real estate agent to buy a home, it’s no question that this guidance is a valuable asset.
In real estate, agents are handed a box of jigsaw pieces and asked to turn them into a picture. It’s an agent’s job to know how all the moving parts of a transaction fit together.
Buyers can become overwhelmed when faced with too many decisions. A skilled agent helps them remain focused on their goals.
Break down the steps into determining home needs versus wants, evaluating budgets and identifying ideal neighborhoods to make the process easier to manage and understand.
2. Keep quiet and listen
Ever heard the cliché — we have two ears and one mouth for a reason?
Buying a home is stressful for even the most experienced buyer.
A situation that might have a simple solution could feel catastrophic for a buyer.
Communication in real estate means that agents are often listening and solving issues that arise during a transaction.
3. Encourage engagement
Help buyers to take ownership of their new property. Encouraging clients to attend inspections will allow them to learn about and become more comfortable with their new home.
Buying a home is as much about the lifestyle of the community as it is the specific property. Homeownership allows for a person to take a sense of pride in their community.
Buyers can better acclimate to their surroundings by attending neighborhood activities and events — guide them there.
When individuals have a vested interest in where they live, it adds value to the neighborhood.
4. Give direction
Buying a home is a large financial investment. The homebuying process should never be about an agent’s personal interests or bottom line.
At the end of the day, it’s the buyer’s money and decisions that drive the deal.
During this emotional event, agents who can ease their clients’ stress and make the process more than “just another sale” will solidify a client for life.
Kellie Tinnin is a real estate agent in Albuquerque, New Mexico. Follow Kellie on Twitter @KellieTinnin.