What does “going above and beyond” really mean? Every agent would love referrals saying they embodied this vague superlative, but is there any roadmap to making your clients feel you did this for them? Certainly not every time, but if you want to be known as a person that brings more than the basics, here are a few areas to concentrate on that can make you not only stand out, but shine in the eyes of clients.
Get personal
Every person you work with wants to know that you are paying attention not just to their business needs but their story. When you communicate with a client, connect what you are doing with what you know about them. Whether it is in the marketing plan for a seller or the listings you send to a buyer, explain what you’re doing in the context of who they are and what is important to them.
Show up
Burnout is real, and going to every appraisal, photoshoot and meeting might not be possible. But the more chances you have to be face-to-face with clients, the more likely they are to see you as someone who prioritizes them above and beyond the bare minimum.
Know everything
Don’t limit your knowledge and networking to neighborhood facts, local market trends or housing-adjacent vendors. Be ready to connect clients to everything from bicycle repair shops to land use experts, and have details about areas buyers are interested in. For sellers, don’t just use numbers to talk about markets—offer specific examples of homes sold or successful marketing plans.
Every client is going to have different expectations and demands, but the more you can transcend them, the more likely you are to get referrals. Though all of this requires time and energy—which already might be in short supply—sometimes building a referral network truly requires going the extra mile.
Jesse Williams is RISMedia’s associate online editor. Email him your real estate news ideas, jwilliams@rismedia.com.
