Did you know that it takes 33 to 100 milliseconds for someone to make judgements about a person’s character?
There is a strong human tendency to make assumptions about someone right from the very first moments of the very first meeting. This is due, in large part, to our implicit and cognitive biases, which influence how we see others and how we make decisions.
As a sales agent, you can use this bias to your advantage by creating a solid first impression, i.e., one that lasts and can be your first step to converting a lead into an established client. If a potential client’s first impression of you is that you are professional, competent and trustworthy, they are more likely to open up to you and trust you to successfully meet their requirements.
But what can you do to ensure that you’re creating a powerful first impression? We share a few tips to get you ahead.
Dress Professionally
Although it may seem like stating the obvious, when meeting real estate clients face-to-face your attire really does matter. Dressing professionally can also be a solid confidence booster, projecting an aura of self-assurance and enhancing positive body language.
Being clean and well-pressed will help in ensuring you feel at your best. Seemingly small details, such as clean shoes and general smartness, all combine in creating a positive first impression. As a real estate agent, you’re not just selling properties; you’re also selling your personal brand. Want to be perceived as a confident, professional sales agent? You need to dress the part.
Be Prepared
Before you meet your client, take some time to prepare yourself. For example, if you’re taking your client for a property viewing, ensure you’ve brushed up on the relevant market data (available on Dubai Transactions) and any essential information pertaining to the property. Also, make sure you have the keys to the unit at hand.
If you’re having a listing presentation, make sure your laptop is charged and your presentation is ready. If you plan to project your presentation, test it before your client arrives. Being well-prepared permeates professionalism. And professionalism invites trustworthiness.
Be Punctual
Arriving late for a property viewing or a client meeting is a guaranteed way to make a poor first impression.
Always look to arrive at the location at least fifteen minutes before the scheduled meeting time. Giving yourself that buffer can cover you in case of any unexpected delays. And if you’re at the location earlier than expected? Use the bonus time to brush up on market data or CMAs.
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Being punctual is a sign of respecting your client’s schedules, too. It shows you value their time as well as your own.
Watch Your Body Language
Nonverbal cues or body language speak volumes to the other party. So be mindful of your body and posture when meeting a client for the first time. We recommend having ‘open’ body language, i.e., avoid hunching, crossing your arms, and balling your hands into fists. Instead, lean toward the other person (lightly, of course) and nod your head occasionally while listening to them talk.
This doesn’t mean being stiff and self-conscious – if you use your hands when you talk, go ahead and do that. Take up space, smile, maintain eye contact and aim to exude confidence while conversing. These body language cues are impactful, especially when pitching and sharing information, so take some time to practice for your first meeting.
Show Empathy
As a real estate agent, your main job is to understand your client’s needs and help them find a property that matches their requirements. For this, you need to leverage an empathetic approach when communicating.
From being an active listener, to asking open questions, let your client know you’re genuinely interested in helping them.
Follow Through and Follow Up
After meeting or getting in touch with your lead, don’t forget to follow through on any promises you’ve made. For example, if you’ve told them you’ll be making and sharing a comparative market analysis (CMA), follow up and send it to them as soon as possible. Don’t forget to share any additional information your client might find beneficial, such as notes, documents, resources – or just a thank you message – after you’ve met them.
What information can you send to a real estate client after meeting them? A few ideas include:
- Resources for first-time homebuyers, such as rules and regulations, tips and blog posts.
- Bayut’s Market Reports about the real estate market performance for the emirate in which your client is looking to buy property.
- Bayut’s Area Guides or Building Guides related to your client’s areas or buildings of interest.
This first follow-up sends a positive message to your client that you’re an agent who is serious about your work and will diligently meet your client’s needs.
Highlighting your professionalism and commitment to your real estate clients is a surefire way to convert your leads and increase your referrals. Check out our guide to nailing your first conversation for tips on improving your conversational skills when meeting a client for the first time.
Looking for more insights on how to convert leads and accelerate your real estate career? Head to the Content Corner on Bayut’s Agent Portal for a treasure trove of tips and resources