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Finding fresh content to speak with your clients about can be difficult. While being able to talk about your own listings is ideal, having a diverse range of properties on hand to discuss opens up more opportunities and conversations with your clients. Don’t fall into the trap of thinking that you have to speak solely about your own listings. Relevancy is key!
We advocate for the use of any and all available listings. Pulling up your preferred property website and finding newly listed properties that are close to the client encourages them to contemplate their hyper-local market. While some people are going to show an interest in how the broad market shifts, most people will be naturally curious about how a neighbouring property performs.
Open a dialogue about the listing and ask if they are interested in learning the result of the property. If they are, great! You’ve got a reason to speak with them again, adding another notch to the familiarity bar.
Are they interested because they have plans for themselves?
Now you can spend the next few calls digging deeper into those plans and see if they belong in your pipeline, and at what stage that might look like.
It is super important that these calls get followed up, though. Once the property is sold – call them again and let them know the result – what a great opportunity to speak to the client again in a short period of time. Too many agents say they are “going to” call a client back and don’t get around to doing so. This will only lose your credibility and be detrimental to the relationship.
Using the abundance of listings on these property websites provides a simple way to increase the relevance of your calls. Keep an eye on our blog for more ways to enhance your client communication and as always listen for that “not yet,” as it may mean “sometime soon.”
