Why Clients Leave Their Real Estate Agent

by Chelsea Rosine | Apr 12, 2019
It's equally important to both attract and keep clients as a real estate agent. These tips will help you meet your clients' needs and maintain your stellar reputation.

Skills to Adopt to Keep Your Clients

Social Media marketing for real estate agents Before a contract is signed, your potential client is not obligated to use the services you offer. It is common for clients to shop around to find a real estate agent who understands them. Even if you have a signed contract with a client, they still have the right to terminate that agreement and find another agent they feel comfortable with. Those who have worked with real estate agents have cited different reasons for leaving their current agent, but these are the most common reoccurring themes.

The agent is unfamiliar with the desired part of town

Both home buyers and sellers will prefer an agent familiar with the part of town where they desire to live. Many agents will have a specialty, such as working in local “up-and-coming” neighborhoods, while other agents may be more familiar with rural homes.

If you have a potential client who is looking to either buy or sell a home in an area you are unfamiliar with, it’s important to be honest with your client. Study up on the area and ask other professionals in your network for tips in order to expand your portfolio. If you have a very specific real estate portfolio, it may be a good idea to recommend an agent who will better fit your potential client’s needs. Maintaining your credibility is especially important in real estate, and taking on a client you aren’t prepared to help could have a damaging effect to your reputation.

The agent does not appear to negotiate on their behalf

Negotiation is an important step in the selling and buying process. Your client wants to know you have their back and will secure the best deal possible. If your client feels you won’t fight for them or haven’t done as much as you can on their behalf, then they will not trust you with their purchase decision.

A common mistake is not keeping your client in the loop. Educate them on your negotiation techniques and give them timelines to ensure they understand you are always on their side. Keep them updated on offers made, offers rejected, and how to plan to react to both situations. When your client understands the plan of action, they feel more in control of the buying process and will place more trust in you.

The agent does not show homes that meet their specifications

It’s possible your client has an ideal home in mind and is relying on you to find a home as close as possible to their dream. You may even have a client who doesn’t have a specific idea of what they want, but instead they have a short checklist of “must-haves.” In both instances, it’s important for you to listen to the client’s spoken and unspoken needs.

Not every house will have everything on your client’s list so communicate with them about the priority of each preference. If they want a pool, great schools, and a media room, you can ask them which feature takes priority and go from there. If you are showing these same clients a house without a pool, be upfront with them beforehand to tell them why you are showing it to them. For example, if you find a house without a pool but it’s under budget, you can show it to them with the intention of adding their own pool with the savings.

Attracting clients is difficult and it’s important that you are able to retain them. Real estate is a nuanced field with many regulations and techniques, but also requires certain soft skills. WebCE’s real estate courses prepare you for the modern age of real estate with legal, marketing, and management courses. If you are, or want to become, a successful real estate salesperson or broker, take a look at our course catalog to catapult your career.

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