As an agent, you’re expected to understand what your seller is truly wanting to achieve, especially if they’ve been on the market for a while. So let’s discuss a smart way to help you gain better clarity on your client’s goals and motivation: with the Second Voice.
The Communication Challenge
Imagine this scenario: You’ve been working with a seller for several weeks, but the property still hasn’t sold. You find yourself needing to ask them about their overall plans. Suddenly, you realise you should already know this information. Awkward, right? As an gent, you should know your client’s plans like the back of your hands. Yet, sometimes in the hustle and bustle of real estate, these critical details can slip through the cracks. This can lead to uncomfortable situations where you’re left trying to play catch-up in a conversation where you should already be leading.
But what if there was a way to address this that not only saves face but also enhances the client relationship? Let’s explore how involving a second voice can help navigate these delicate waters.
Enter the Sales Manager: A Second Voice
One effective strategy to enhance seller relationships and maintain momentum in communication is to involve your sales manager or sales director. Here’s how it can work to your advantage:
1. Introducing a Second Voice
If you’re several weeks into a property sale, having your sales manager join the conversation can provide a fresh perspective. They can initiate a dialogue with the seller that is both insightful and reassuring.
Example Introduction:
“Hi [Seller’s Name], I’m [Manager’s Name], the sales director. I’ve been following the fantastic work your agent has been doing and wanted to touch base personally to hear more about your goals. What’s the big plan for you with this sale?”
By introducing a new voice, you’re not only keeping the communication dynamic but also demonstrating that the entire team is invested in the seller’s success. This
approach shows your agency is both attentive and collaborative, which can be a refreshing experience for the client.
2. Building Trust and Reassurance
When your sales manager steps in, they have the opportunity to provide reassurance and validate your work. This not only boosts the client’s confidence in you but also strengthens their trust in your agency as a whole.
Client Reassurance Statement:
“I’ve been impressed by how well your agent has been managing everything. It’s clear they are committed to helping you achieve your goals.”
This builds an additional layer of trust, making clients feel valued and appreciated. The client gets reassurance their property sale is a team effort, backed by a solid support system working towards their best interest.
3. Inviting Open Communication
Engaging with a seller openly about their plans encourages them to share details that might have been overlooked in previous conversations. It’s about ensuring no stone is left unturned in understanding their needs and expectations.
Prompting Client Sharing:
“I’d love to hear more about your plans post-sale. What’s your vision moving forward, and how can we assist in making that happen?”
Such open-ended questions allow clients to express themselves freely, providing you and your sales manager with valuable insights into the client’s expectations and desires. This approach ensures you’re always aligned with their goals, creating a partnership that feels genuine and tailored.
Why This Approach Works
Adds Value: Involving a sales manager showcases your agency’s dedication to delivering results through a unified approach. Clients feel valued when they see a team effort being made to achieve their goals.
Encourages Engagement: Clients are more likely to engage deeply when they feel they’re being listened to by multiple members of the team. It shows their needs are prioritised and every step taken is with their best interest in mind.
Enhances Client Experience: The transition from a solo agent to a team dynamic provides a more enriched seller experience, highlighting your agency’s comprehensive commitment to service and satisfaction.
Key Takeaways for Agents
Know Your Client’s Plans: Always strive to keep the conversation fresh and informative. Having a clear understanding of your client’s goals from the start can prevent awkward moments later.
Use Team Dynamics: Remember to leverage the expertise of your sales manager to provide clients with a well-rounded and supportive service.
Foster Open Communication: Encourage clients to share their thoughts and plans regularly. This keeps the conversation flowing and ensures you remain aligned with their objectives.
Build Strong Relationships: Establish a rapport based on trust and transparency. The more valued your clients feel, the more likely they are to recommend you to others.
In Conclusion: The Power of Collaboration 💪
In real estate, communication is key, but collaboration can be the game-changer. By introducing a team dynamic into your client interactions, you create a supportive environment that emphasises dedication, attention, and success. Next time you’re weeks into a property sale and need to revisit client goals, remember the power of involving a second voice. It’s not just about avoiding awkward conversations; it’s about creating an experience that leaves clients confident, heard, and appreciated.
