Value-Added Services Create Lasting Relationships

Today's real estate consumers are faced with many choices and questions-sit on the fence and rent, full-service vs. discount brokers, for-sale-by-owner or just stay put and wait for prices to go back up. At the same time, they simply want more for their money and they want things done as quickly as possible, all the while trying to keep up with the overwhelming process of buying or selling a home.

What are the answers that real estate sales professionals should be focused on providing in order to help today's consumers and to attract new business in a crowded marketplace? Value-added service that stresses convenience, commitment and customer satisfaction.

In our time-crunched society, convenience is one key to winning your clients' trust and admiration. For example, a real estate company that provides concierge services can offer assistance with movers, home improvement contractors, setting up utilities, forwarding mail and even finding a pet groomer. By combining that type of convenience with a one-stop-shopping experience that includes mortgage, title and escrow services, you can go above and beyond to exceed your clients' needs.

Be committed to learning what your clients expect from you. Ask them to evaluate the entire transaction process. From the property tours to the final written documents, you should seek positive and negative feedback to improve your performance. Look at your services through consumers' eyes. Focus on their experience. By asking the right questions, you can make sure the next client has an even better experience.

It's especially crucial in our 24/7 Internet economy to build your business through personal interaction because even the latest technology will never replace the need to carefully help clients navigate the process of buying or selling a home. By focusing on the details that clients often overlook, your value-added service will create lasting relationships. –Pat Hoferkamp

Pat Hoferkamp is president and COO of Burgdorff ERA in northern New Jersey.

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