If never ceases to amaze me how a seller, investor, purchaser, a tenant or lessee of residential or commercial properties goes about finding, interviewing and hiring a broker to assist them in whatever they are trying to accomplish in the field of real estate.
A majority of individuals and families receive referrals from their family, friends or business associates who had positive experiences with their broker in their current or past transactions. There is a trust factor that evolves and a strong relationship that has been created through a successful process leading to a positive outcome.
But now a large percentage of people who are new to the real estate market are searching online for a broker. They are reading what current and former clients are saying about their experiences with their brokers before, during and after the sale. The internet has become a fabulous source and an advantage for the consumer and has leveled the playing field as a way for the them to connect with the most qualified, knowledgeable and professional brokers.
The brokers who have positive reviews and testimonials on average will always provide outstanding service that sellers, investors and purchasers and even tenants need and want. More important, those with a, G.R.I. (Graduate of the Realtor Institute), C.I.P.S. (Certified International Property Specialist), and the N.A.R. Green designations have a tremendous advantage with hundreds of hours of advance training beyond a typical agent and/or broker’s licensing in listening, negotiating, financing, marketing, advertising, legal matters, fair housing and ethics.
Dealing with and knowing the customs of a multitude of various cultures is important in developing that initial spark and rapport leading to long-term relationships. The best professionals carefully guide consumers through today’s complicated and sometimes challenging process with care, concern and kid gloves to purchase a home as opposed to renting. This will enable the customers to gain the most valuable asset that they will possess in their lifetimes.
Owning a home is generally the safest, most prudent and rewarding way to build long-term wealth, while building roots in the community and lifetime friends and relationships. In the long run it creates increased wealth better than any other investment in a somewhat passive way as long as the property is maintained and improved over time.
Communication and follow-up are other attributes that the consumer looks for and needs to have in order for their transaction to be smooth and as seamless as possible. Being able to earn referrals in the future is directly related to how often the broker stays in touch with their previous clients. Zillow and other services have done some studies over the years and determined that over 40% of agents and brokers never follow up with past clients who either bought a home or even rented.
This is unfortunate as a major part of one’s future income can be attributed to referrals as long as one stays in touch with their past clients using a CRM (customer relationship management) program or at least keeping a file to make at least a basic call to touch base with your current and/or past client base every 3-6 months or less.
A video text, Facebook, Instagram or TikTok message can be used to reach out to the current and past clientele, so you will be remembered when it comes to recommending a broker and that you will be first in their mindset. Repetition is a very important facet of staying in touch and one must make it an integral and regular part of your business, so your future business will flourish with referrals.
When searching online you can find reviews on Google, Zillow and Yelp to read what current and past clients think about their experience with their brokers. It is a telltale sign that positive comments will be related to the number of stars that Google rewards those brokers. There will be a correlation between how you are ranked and the number of calls one will receive in the future. I have personally found that the greater the number of positive reviews and testimonials, the more business we do and our earnings have increased year over year.
Make sure that the person (not the company) you hire is the cream of the crop and has all the attributes of a top-notch broker with the experience, credibility and transparency that you will need to help you sell, invest, purchase or rent any type of residential or commercial property.
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Philip A. Raices is the owner/Broker of Turn Key Real Estate at 3 Grace Ave Suite 180 in Great Neck. He has 40+ years of experience in the Real Estate industry and has earned designations as a Graduate of the Realtor Institute (G.R.I.) and also as a Certified International Property Specialist (C.I.P.S) as well as the new “Green Industry” Certification for eco-friendly construction and upgrades. For a “FREE” 15 minute consultation, a value analysis of your home, or to answer any of your questions or concerns he can be reached by cell: (516) 647-4289 or by email: [email protected] Just email or snail mail (regular mail) him with your ideas or suggestions on future columns with your name, email and cell number and he will call or email you back.
