We all struggle with it: Reading our client’s mind and trying to understand what it is they really want all while trying to build the ultimate relationship without being the annoying Realtor with a thousand and one questions.
So, let’s get this started…
Journal Entry: Not a journal entry for yourself, but rather for your clients. Keep track of the things they say and the comments they make while out viewing properties. Every little thing they mention that can be of use to their dream home is so important.
Schedule Frequent “Coffee Dates”: If you are working with a long-term client or investor, these little informal coffee chats can be so effective in keeping u with what your client is thinking. Keep a record of these chats and refer to them as required throughout their real estate process.
Send Out a Survey: Yup, surveys work! And from my experience, if you get a few high school or university students to walk around a neighbourhood and door knock ad ask questions to survey your target market – it can be a great way to collect information. By creating a quick survey with five to ten questions that really get at the heart of what you want to know, you can rest assured you won’t have to playh the guessing game much more! Hint: questions should be focused on understanding your audience’s current frustrations and desires.
Read Your Blog Comments: Not just of your blog, but of your blog AND of other blogs that also serve your target market. In fact, if you’re feeling frisky you could even read the comments on your “competitor’s” blog to see what people are asking them on posts related to your topic.
Really "Read" Their E-Mails: Chances are your readers are already giving you so much great language and you are totally ignoring it. When readers send you email, questions about your services, etc do you collect this language to use in your marketing?
In order to really understand what your clients’ needs are, you need to know what the right questions to ask are. Document everything in their file and keep a blank page to note pros and cons for what they are looking for in a property. The key to winning your clients’ business for a lifetime is to be able to truly understand their mindset.
With Love | Nikki xo