Six Ways Real Estate Agents Can Engage Their Clients During & After COVID-19
Updated: Apr 28, 2020
My name is Amy Galvin and I am the Co-Founder and Managing Partner of Luxury Living Chicago Realty, a boutique, luxury real estate brokerage in downtown Chicago.
I have been coaching and managing real estate brokers for 13 years to help them strategically grow their business.
During this health crisis, I have been meeting with my agents in one on one virtual sessions to keep them motivated, help them strategize and lend an ear.
There is one theme that has emerged from our conversations that I’d like to share with you.
Now is the time to double down on your clients.
These are the relationships you spent time building. These are the people who have already experienced the service and value you bring to their life. It’s critical you engage your clients now to reinforce your relationship.
Here are six ways real estate professionals can engage with clients to keep their business thriving during and after the COVID-19 pandemic:
Reach Out & Say Hello
Real estate is all about relationships. Call your clients and check on them. Ask nothing of them other than “how are you?”
You should be identifying a list of 5-10 clients a day to reach out and say hello.
Surprise and delight them.
If you are making trips to the store and your client is homebound, ask if there is anything you can pick up for them. Maybe you scored an extra roll of toilet paper. How about delivering a bottle of wine?
Showing up in service of your clients will strengthen your relationship.
Educate Your Clients on Real Estate Best Practices During Stay at Home Orders
Some of your clients may not even realize they can still move forward with their home search at this time. It’s up to you to let them know that it is possible to search for and move into a new home. Sometimes all it takes is telling them you’re still working to get that home search started up again.
Of course you’ll need to abide by your state and local stay at home guidelines, practice social distancing and be safe.
You’ll need to prepare your clients for a new world of virtual tours and curbside closings. Make sure you’re up to speed with the new tools, technology and processes so you can set their expectations accordingly. Take this time to learn and educate yourself.
It’s important to note that if your client wants to put their home search on pause, be accepting of this decision. Do not take it personally. Make a plan to follow up with them at a later date.
Opt for Video Conferencing Over Phone Calls
When possible, schedule a video conference or FaceTime versus a telephone call. Video conferencing builds stronger and faster relationships and allows for more effective communication than just a telephone call and email exchange.
It may seem awkward at first, but after a minute or two, you’ll get comfortable. It really makes a big difference to have a face-to-face conversation. You’ll get their undivided attention.
Continue to Network
You should continue to network with industry professionals. This includes lenders, lawyers and other real estate agents. Schedule virtual happy hours to exchange insights and experiences. You will learn so much by speaking with others and hearing their stories.
These conversations will enhance your business connections and further your own knowledge, which will lead to better service for your clients.
Lean Into the Power of Social Media
A survey from IZEA reported 66% of social media users believe their social media usage habits will increase significantly during the pandemic. Your network is turning to social media to be entertained, informed or comforted.
Bottom line, you have a captive audience on social media. Make sure you claim space in their feed.
Focus your attention on the social platforms you are comfortable using. I prefer Instagram stories. Stories are easy to create and a great way to share your daily insights, show off listings, feature client testimonials, talk about the current market and be a positive influence.
Showing up consistently on social media will keep you top of mind with your network.
Do What You Say You’re Going to Do
What makes any salesperson successful is delivering. You’ll never have a client complain if you follow through on what you said you were going to do. This certainly doesn’t change during a pandemic. In fact, it matters more now. People are paying attention and will be mindful when this is over of who they want to continue to do business with.
Now is not the time to go silent. You have got to keep going. It’s so easy to look at this time as a “break” or “time off," however, it’s not.
If you continue to show up for your clients now, it will pay-off in the long run.
Co-Founder and Managing Partner, Luxury Living Chicago Realty
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