8 minute read
BUSINESS GROWTH
Business Growth Hack: Absorb Your Clients’ Stress!
Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up
your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.
Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.
Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR ® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.
Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.
Listen – really listen – with patience
Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.
Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know
Empathize
Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and
sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.
Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.
mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”
Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.
Roll up your sleeves
“You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.
MICHELLE FISHER
MICHELLE FISHER
Top Agent Michelle Fisher is in the top one percent of Realtors in the country, and ended 2019 as the #1 Solo Agent out of over 200 agents in her brokerage firm.
Michelle Fisher has always had a love and a knack for interior design, and she bought, renovated and sold her first property in Colorado Springs, Colorado. That experience inspired her to become licensed as an agent. Seven years later, she’s in the top one percent of Realtors in the country, and ended 2019 as the #1 Solo Agent out of over 200
8 Copyright Top Agent Magazine agents in her brokerage firm. She’s assisted by a full-time transaction coordinator and her assistant. Michelle serves primarily the Colorado Springs area including all five military installations. “Over 90% of my clients utilize a VA loan,” she explains. She also works with clients as far south as Pueblo and north to Fort Collins.
An impressive 98% of Michelle’s clients come from referrals. What sets her apart from other agents in the area? “I pour a lot of love and energy into my clients,” she says. She’s very genuine and understands the unique needs of military families who are relocating or buying their first home. She always takes the time to talk them through each step of
the process. For families who are new to the area, she shares valuable information about school districts, neighborhoods, and trusted vendors. To stay in touch with past clients, Michelle hosts two client appreciation parties a year, and does “pop byes” to check in and let them know she is thinking of them. Each week she reaches out to at least five
Michelle serves primarily the Colorado Springs area — including all five military installations — as far south as Pueblo and north to Fort Collins.
clients, calling them by phone, connecting on Facebook, or meeting them for lunch.
When it comes time to market listings, Michelle first talks to clients about minor improvements and staging that could be done to optimize the price of their property. She knows that in today’s market, most buyers start their search for a home online, so she hires professional photographers to
10 Copyright Top Agent Magazine take pictures that highlight the listing’s best features. Once all marketing materials are ready, Michelle shares the listing on both the Pike’s Peak MLS and REColorado, on over 200 popular real estate websites, and on all her social media platforms. She creates videos of each listing, and hosts well attended open houses. This thorough approach often results in a quick sale at a competitive price.
To give back to the community, Michelle donates to twelve worthy charities. She’s a red carpet sponsor of Angels of America’s Fallen, and gives generously to other organizations such as the Children’s Miracle Network. “That’s a big ‘why’ for me. It
makes my heart happy,” she says. Until last year, Michelle homeschooled her two children. Her husband is a Captain in the fire service. In her free time, she loves to cook, read, and spend time outdoors with her family. For the future, she hopes to expand
to the Breckenridge area. “It’s one of my favorite places and I’d love to get up into the mountains and have a team up there,” she explains. She also plans to eventually expand to Florida where she and her family
have an investment home. “My goal would be to work in all three areas,” she says. With her passion for service, her drive, and expertise, she’s sure to make those goals a reality!
