Why Should a Client Use YOU as Their Realtor?

Do you have a plan for the way that you communicate with your clients? Hey, my name is Chance Brown. I'm the broker owner of CB&A Realtors. I make video content for agents because I'm passionate about helping them build great businesses. And one of the things that I don't think that real estate agents do very well is really consider client communication. Number one with a bullet, you have to have regularly scheduled client communication. Each week, you should be having a scheduled phone call with your clients. Every one of them. If you do that Tuesday afternoons, whatever that looks like, you need to have a regularly scheduled contact with your clients. This is going to do a couple of things. Number one, it's going to cut down on how many times they call or message you during the week because they know they're going to have a dedicated time to ask all of those questions, which is really important because it just doesn't create as many distractions for you and your business.

More importantly, it gives you the opportunity to continue to remain in control of the direction of the transaction and ask for referrals. The other part in client communication is sort of the [clears throat] passive part if you will and I really don't think that many agents have a system for this. At our brokerage we have the CB&A way communication system and it is designed every step of the way through a transaction from the minute somebody raises their hand and says I want to buy or sell real estate to 30 days postclosing at every major milestone in the transaction there's a hey this is what's happening right now here's what's going to happen next and here's what I'm kind of doing for you in between. The important part of it is it's not just boring email after boring email after boring email. It's engaging. It's video content. It's infographics. It's different things that kind of mix it up so it seems fresh, but the message is still the same. I'm going to encourage you that if you can take the time to do it, spend a little bit of time really thinking through the friction points in transactions and how we can be proactive in reducing that amount of friction. It doesn't mean it's going to go away, but can we reduce the amount of friction by a preparing somebody ahead of time? Then there's not as many surprises as we go through that. B, it builds value in the things that we're doing. If you look big picture, the general public a lot of times thinks that real estate agents, we just go show pretty houses and then we go to happy hour with our friends and we go show up at the title company a couple weeks later, take a picture with a big key and we go to happy hour with our friends because that's what we post on social media. And we've got to get away from that and really start talking about the things that we're doing, especially the things that aren't sexy. I think we talk about the things that are sexy and they look good and they look flashy in Instagram, but there's nothing sexy about I argued with an appraiser for three hours today or, you know, we had a cloud on title and it took two lawyers and a title attorney and this person and that person to get through it all. And we don't really talk about those things, but that is where our value lies. It's the 200 things you have to do in between showing the pretty houses and then going to happy hour and taking a picture with the key and going to happy hour. You can still go to happy hour, don't get me wrong, but we got to talk about the stuff in between because that's where the value in real estate agents lives.

We know that most clients, especially buyers, they've already looked online for homes. They've probably already given you a list. We know that most sellers have already gone online and seen what their neighbor's home sell for or what their Zestimate is or whatever it is that is going to be that pre-work before they ever even call you. If they're doing that, then where is the value? It's in the stuff that they don't see. And we've got to be much better about talking about the stuff that they don't see. So, I'm going to really, really encourage you to take some time this year in your business and start to create content that talks about what you do on a daily basis and deliver that directly to your active client, like directly to them. You can also put it other places because it's still value building all the way around. But I think that if you don't have a system from the time that somebody starts looking for real estate to a little bit after closing that really makes sure that they know all the things that are going on, any expectations that are set for the next phase and what you're doing in the meantime, you're missing the boat. Hey, if this was valuable to you, I would be honored if you would subscribe, follow, like, share with one of your friends.