Sometimes, we just get ONE chance to ‘prove ourselves’ during that initial meeting on the phone or in person. It could be a call from a Military Family Relocating to Hawaii and inquiring about their VA Loan home loan benefits and buying a home in Hawaii. It could be a call from a Mililani Home Seller asking if we can schedule an appointment for an ‘interview’ in regards to selling their home
That first impression could be the difference between just a lead or securing a client.
How’s about when we’re searching for just that right real estate agent or loan officer to referr our client to who is relocating to the mainland (Continental United States) and they don’t even answer their phone or call back? How’s about not even a return email? Guess what…they don’t get this or any future calls either.
ANSWER MY PHONE/TEXT: More often than not I answer my phone and I get a surprised response from the caller saying, “I can’t believe you actually answered your phone!” (or called me back right away after I text you) Yup, I’m one of “those agents” that answers my phone or calls right back and it made the difference to continue a conversation and possibly gain a new client! It can give them the an eased mind knowing that they will have a professional who is ….REACHABLE.
SEASONED IN MY PROFESSION: Ask question, listen to their needs and wants and give them straightforward advice. There is no such thing as candy coating a situation in real estate. A buyer has to get preapproved (especially with the strict lending criteria now days) for a loan before even starting to look for a home and a seller has to know that their home is only going to sell for market value. It’s the difference between setting realistic goals and either wasting or valuing everyone’s time involved. COMMUNICATION.
PROFICIENT ON THE PC/INTERNET: It’s no known secret that Real Estate is computer based for searching for listings, writing up contracts, marketing a home and emailing back and forth to get documents back in a timely manner. While on the phone with that initial lead contact I am already researching comps or setting them up to peruse listings in their neighborhood of choice. A client, escrow or loan officer needs a document asap and I have it flying to them by email in a manner of minutes. PROFICIENT IN TECHNOLOGY.
BEING THERE TO SUPPORT THEM: Whether relocating to a totally different place across the Pacific Ocean to just emotional ties to a home they have to sell, they are all are expecting some kind of emotional support during this often stressful time. If it’s just to lend an ear or giving loads of information to set their mind at ease then I’m there. They need to know that they have a seasoned and competent professional assisting them in one of the most important decisions in their lifetime …and that I am there for them. It doesn’t take much to take my job one step further. EMPATHY.
These are just a few ‘qualities’ that I have that sets me apart from the rest. The consumer can tell by that first initial contact if I will be the one who will be there for them with a listening ear, knowledge and understanding of my Hawaii Real Estate Laws and Purchase Contracts and the transaction process.
They know by that first initial contact that I will market their home and give their property maximum exposure on the internet as well as holding Open Houses (YES, THEY WORK HERE!). They know I am I have empathy in their particular situation. I communicate well and listen to their wants and needs. I AM REACHABLE.
That FIRST IMPRESSION is important in our business.
That FIRST IMPRESSION will either give me business
Celeste "Sally" Cheeseman is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.
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