As a real estate agent, it’s easy to get caught up in the excitement of finding the perfect property for your clients or focusing on highlighting the listings you have.  After all, real estate buyers are purchasing homes, but they’re really purchasing more than just a house.

It’s important to remember that your clients are people, not just transactions.  Putting your clients first will not only lead to happier clients, but it can also lead to more successful real estate sales in the long run.  Here are some tips on how to put your clients before your property listings:

Listen to Your Clients

The first step in putting your clients first is to listen to them.  Ask them questions about their needs, wants, and priorities in their future home.  What are they looking for in a property?  What are their deal-breakers?  What kind of lifestyle do they want to have?

The more you know about your clients, the better you’ll be able to serve them. Make sure you are actively listening to their responses and taking notes, so you can refer back to their preferences throughout the process.  It’s better to start with your client’s needs and find them a home rather than showing them a home that doesn’t fit their needs.

Offer Personalized Service

Once you’ve listened to your client’s needs and understand what they’re after in a house, you can offer personalized service to meet their unique requirements.  Instead of showing them a list of properties that you think they might like, take the time to search for properties that truly fit their criteria.

If they have pets, look for homes with yards. If they work from home, look for homes with dedicated office space or access to high-speed internet or other necessary utilities.  This level of initiative will show your clients that you’re not just trying to sell them a property, but that you’re invested in finding them a home that they will truly love.

Be Honest and Transparent

Honesty is always the best policy and becomes even more important when it comes to making major purchases and life decisions.  Be transparent with your clients about the properties they’re interested in.  If there are any issues with a property, such as a leaky roof or outdated electrical system, be upfront about it.

Your clients will appreciate your honesty, and it will help build trust between you.  Furthermore, if you’re not sure about something, don’t be afraid to say so, but be sure to follow up and address any concerns.  You can always research the issue and get back to your clients with accurate information.

Be a Thought Leader

Buying a home is a big decision, and your clients will likely have a lot of questions throughout the process.  Take the time to educate them on the buying process, from start to finish.  Have a well-rounded knowledge of and be able to explain the different types of mortgages available, and help them understand the pros and cons of each.

You should also be prepared to help your clients answer the question of whether to buy a home or build a home and what the processes of each entail.  No matter what, be a thought leader and provide information that your clients and others can take value out of.

Follow Up and Follow Through

Once your clients have found the perfect home, your job isn’t over.  Follow up with them regularly to make sure they’re happy with their decision.  If they have any issues with the property, be responsive and help them find a solution. Following through on your promises and commitments will show your clients that you’re invested in their happiness and success.