The Qualities and Skills Clients Look For in a Realtor
Buying or selling a house is a huge undertaking that’s difficult to navigate for people who are not familiar with real estate sale procedures and state regulations. While it is possible to enter into a transaction without the assistance of a professional, buyers and sellers contact realtors because they want their buying and selling experience to be as hassle-free as possible.
Data from the National Association of Realtors’ (NAR) 2020 Profile of Home Buyers and Sellers proves this. According to the survey results, 88% of home buyers and 89% of sellers worked with a real estate agent. This is good news but bear in mind that many agents are vying for their attention, just like you.
So how do you stand out and catch the eyes of buyers and sellers? By finding out what the clients are looking for and what they want from real estate agents.
What the Surveys Say
We can get some helpful insights from the same NAR Profile report:
51% of home buyers want an agent who’ll help them find the right home.
73% of buyers only interviewed one real estate agent when they were looking for homes to buy.
91% of buyers say they will choose the same agents in the future and recommend them to family and friends.
43% of home buyers looked at properties for sale on the Internet
These findings suggest that clients are looking for real estate agents who:
Have a good track record and many happy clients - Potential clients can verify this based on the reviews and testimonials from your previous clients. What if you’re only just starting? Do your best to please your first clients and make sure to ask for their feedback and testimonials after, along with credibility signals like their full name, picture, signature, and or video footage.
Are reachable online and have a solid online presence - Since house buyers look for residential properties that are listed online, it makes sense that they would look for real estate agents on the Internet as well. Those who have a solid online presence, lots of positive client testimonials, a website, and social media profiles will be at an advantage.
Specialize in certain types of residential property - Real estate is one of the industries wherein customers put so much trust in referrals from the people they know and trust, e.g., family members, industry leaders, friends. So if they have a specific type of house in mind, like a single-family detached, condominium unit, or duplexes in the heart of the city, they often ask for referrals from their friends and acquaintances.
Has excellent negotiation skills - Nothing disappoints real estate clients more than an agent who folds too quickly during the negotiation phase. An early survey showed that 16% of real estate customers want agents who negotiate hard on their behalf, whether they are giving an offer or finalizing the asking price for a property.
What All Customers Want
Like any other customer, home buyers and sellers want agents (service providers) who are easy to talk to, responsive online and offline, trustworthy, and reliable. Real estate clients also want to know as much as possible about the properties on their shortlist before making a final decision. They will ask for as much information as possible, specifically for pictures and videos. If an agent cannot provide them or give straight answers to questions about the houses he’s selling, he runs the risk of being branded as “suspicious” and untrustworthy.
Show these qualities to your clients, and their confidence in your skills as a real estate agent will increase. They will also feel confident about recommending you to other people.
Get more tips on how to be an effective real estate seller. Read our blog at ASHBY & GRAFF REAL ESTATE.