RISMedia's Real Estate Magazine

APR 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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76 April 2018 RISMedia's REAL ESTATE 1 Payment. Clients, especially first-time homebuyers, want to know how your commission gets paid, but they're often too shy or intimidated to ask. Make it easy for them by addressing payment on the front end. Be prepared to share information regarding the amount of commission you and, if applicable, your broker receive, how it's split if another agent is involved in the transaction, who pays the commission and when payment is received. Talking about this openly at the first meeting shows that you're happy to be completely transparent about the commission and that you want to make sure they understand the payment arrangements. 2 Experience. Prospective cli- ents will want to know about your experience and background. How long have you been selling real estate? How long have you been an agent in the local area? Do you have a particular niche market or cli- ent base that you specialize in serv- ing? What made you get into real estate? What special skills do you bring to the table? Is there anything that makes your brokerage different from other real estate companies? Be prepared to give an overview of your education and work history, and don't be afraid to toot your own horn a little bit. 3 Expectations. This is your chance to set realistic expecta- tions about the service you provide and how transactions generally un- fold. For example, listing clients will want to know how their property will be marketed. Be specific about the promotional avenues that you have access to and what strategy you plan to implement to make sure their list- ing gets noticed. For potential buy- ers, present an accurate picture of the local market and the type of property they can expect to find with- in their budget and any other param- eters they provide. Explain how you handle showing arrangements and find out if there are any restrictions about the types of properties they wish to view. 4 Communication. Whether cli- ents are listing or buying, they will want to know how often they can expect to communicate with you. If you make it a practice to touch base with clients weekly or every few days, tell them, and be sure to find out what communication avenues they prefer. Also, outline your general practices regarding returning calls, emails and text messages so they have an idea of your typical response time. 5 Relationship. Real estate transactions are big deals for most people, and most potential cli- ents want to take this important step with someone they trust. Letting cli- ents know that you'll be looking out for their best interests is an impor- tant part of building lasting relation- ships. Let them know about any services you can provide that may enhance their experience, such as the addition of a home warranty. RE For more information, please visit www.onlinehsa.com. 5 Things New Clients Want to Know W hen you meet for the first time with prospective clients, you have a short window of time to make a good impression. Even if you have the best interpersonal skills and the slickest promo tools, if you don't answer the basic questions and concerns that clients have, you may not get their business. Here are five things new clients will likely want to know, but may not think to ask: by HSA Home Warranty

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