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How Client’s Decide Who To Work With
Have you ever actually thought about how clients decide who they want to work with? If you’re new to the commercial real estate industry, these tips will help you to get new clients. If you’re a seasoned pro, you can benefit from the refresher to help keep your pipeline full this year.
People Connect with People
You may have an amazing brand image, a user-friendly website, and drive a fancy sports car, but people connect with people. Let potential clients get to know the real you by having a relatable “About” page on your website and show your personality in your social media posts. Long before a client contacts you, they are doing research and choosing who will be the best fit for their needs. Commercial real estate is all about transactions, but no one likes to feel like they’re being sold on something. Instead, they want to feel like they’re shopping and getting advice from a loyal friend.
Experience and Industry Knowledge
Experience can be a deciding factor for some potential clients. They want to know how long you have been a commercial real estate broker, what your area of expertise is, how many deals you’ve closed, and who your top clients are. If you’ve been in the industry for a while, you will likely have impressive stats that help you stand out from the competition. If you’re new to the industry, make sure you take the time to really understand your local market. If you’re an industrial agent, you should know the ins and outs of all the industrial areas in your city, as well as the current rates and trends that are affecting current lease and sale transactions.
Referrals and Word of Mouth
Referrals can become a huge part of your business if you impress your clients. The commercial real estate industry is a tight-knit and small community. When you look at just your local level, there is a lot of opportunity to get new clients simply by referrals and positive word of mouth. When you close a transaction, don’t be afraid to ask your clients for a short testimonial to use on your website and social media pages, and remind them that you appreciate referrals. Even after you close a deal, keep in touch with past clients periodically so you stay on the top of their mind.
Be Trustworthy and Reliable
Above all, be honest, always have your client’s best interest in mind, and be reliable. Put your clients needs above your financial desires. Always keep an open line of communication when you’re working on a deal and respond quickly to their emails and calls. Remember that you are working for your client and their satisfaction with the entire process should be your main priority.
If you’re looking for new clients, get out there and start talking to people. Social media, email marketing, and your website are all great but there is nothing that can replace a face to face conversation. Don’t be shy about promoting yourself; visit local businesses, attend local networking events, and talk to people wherever you can. You never know where you’ll meet your next client.
Keep all of your contacts, properties, deals, and comps neatly organized in ClientLook; in the only all-in-one CRM that was made specifically for the commercial real estate industry. We’d be happy to schedule a complimentary demo and offer you a 21-day free trial so you can see how our software can take your business to the next level.