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.

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 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.

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.

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 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.

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.

MICHAEL CHEZ

MICHAEL CHEZ

Top Agent Michael Chez is the recipient of the 2020 Rodeo Realty’s President’s Circle Award and is ranked in the Top 1% of all Realtors® nationwide.

No matter which city they move to or from, Michael Chez’s clients call him for help selling or finding their new homes. “My clients want me because they know they can trust me to look out for their best financial interests,” Michael explains. “Los Angeles, New York, Malibu—it makes no difference. I go where my clients go and they can be confident that I’ll find the property they’re looking for at a good value or sell their property with the highest return, maximizing their profit.”

Michael got his start in the real estate industry in 1996, after a knee injury cut short a promising professional tennis career. After a friend in the business told him he had the perfect personality and drive to be a Realtor®, he started a job as an administrative assistant for a year and a half with White House Properties, learning the ropes from two top agents as he studied for his license. Once he got licensed and began doing his own deals, he quickly created his own niche in the market. “I sell single-family homes, estates, townhomes, condos and multi-family buildings anywhere from $500,000 to $10,000,000 and up, but my specialty is luxury homes in the San Fernando Valley and Westside Los Angeles including surrounding beach cities. I represent a broad spectrum of clientele, including first- time buyers, sellers, investors, celebrities, athletes and world-renowned physicians who appreciate the level of customer service they get with my brand.

Whether they’re buying or selling, Michael tailors a strategy specific to each client’s needs. It’s the kind of attention to detail he’s known for, and has earned him a repeat client and referral rate of 95 percent. Having surpassed over $850 million and counting in closed transactions, he’s exceeded all expectations, consistently earning him the most highly regarded awards in the industry. He prides himself on providing renowned professional service, combined with global marketing exposure, while offering a fresh take on effective strategies. Michael is the

recipient of the 2020 Rodeo Realty’s President’s Circle Award and is ranked in the Top 1% of all Realtors® nationwide.

Being an L.A. native himself, he possesses knowledge that can only be acquired from growing up in the very territory he services. Specializing in Luxury Estates, Residential, and Multifamily property, he is well versed in all aspects. He credits that success in part to his broad knowledge of the industry, but more so to the relationships he builds with his clients. “When you work with someone through the house-hunting or selling process, you “My clients love working with me because they know I produce results above and beyond their expectations while being honest and transparent, giving them as much knowledge and advice as possible so they feel confident making their final decision.”

get to know them pretty well. My clients love working with me because they know I produce results above and beyond their expectations while being honest and transparent, giving them as much knowledge and advice as possible so they feel confident making their final decision.”

Michael utilizes all the social media platforms, email campaigns, mailers, and his own extensive network to market his listings, but he’s always on the lookout for fresh new strategies with the “out of the box” mentality to improve the level of service he provides.

When not working, Michael gives part of his time to the American Cancer Society, volunteering with their Relay for Life. He’s also active in his community and is one of the sponsors for Sherman Oaks Elementary.

Going forward, Michael plans to add more members to his team to help him keep up with the growing volume. He’s already on track to double his production from last year and has already surpassed his own records early on in 2021.

For more information about Michael Chez, call 818-406-7653, email Michael@TheChezGroup.com or visit @MichaelChez.