4 Ways Buyers Agents Can Show More Value to their Clients

As the market continues to evolve and we look ahead to a 2024 poised to see shifts in interest rates and inventory, it's clear to all real estate pros: home buyers need hands-on help from buyers agents. From a consumer's point of view, they may not know why, or think they can do it themselves.

Take the guesswork out of the equation with these four ways you can show your value to your buyer clients upfront.

1. Unleash Your Market Expertise and Do It Often

Let's face the facts: consumers don't have the same level or depth of local market expertise you do. They can empower themselves with data they find from a variety of sources online, and get a solid idea of the market from browsing top online real estate portals. But the local market data you have access to encompasses real-time and real life. Share this data with your clients to build trust in your expertise and knowledge, while also highlighting your value of having exclusive access.

In addition to amping up your client interactions with data, you also come with a solid history as an agent. Your experience serving buyer clients of all types in your market, managing their needs and specific situations, and the ways you navigate each and every transaction should also be shared with your buyer clients. This will help them find comfort and trust in the fact you know what you're actually doing — you don't just talk the talk, you walk the walk.

Being able to articulate your local market expertise and the experience you have working in the area your buyer clients are interested in is what will separate the good buyers' agents from the great ones.

2. Understand Your Client on a Deeper Level

Purchasing a home is considered the investment of a lifetime. And in a market that's felt more like a rollercoaster ride than a walk in the park in the last few years, buyers need your guidance, knowledge, and expertise to help them find their home sweet home. It's not enough to simply find a house that fits their budget range; you need to understand your client deeply.

Ask exploratory questions. What's motivating them to buy? What are their hesitations, if any, around buying? What's shaping their home buying budget? This creates the perfect bridge to active listening, which develops and strengthens rapport with your clients. This will make your working relationship much more communicative and open, while helping you build and develop a superior buying experience.

3. Show Them You Know Exactly What They Want

Going hand-in-hand with #2 is this tip. You've explored your clients' motivations, wants, needs, desires, and non-negotiables. You have a deeper understanding of their intent for the buying process. But in addition to active listening and displaying empathy, you also have to show them you know what they're looking for.

Maybe you know of a great listing that fits their exact needs that hasn't hit the market quite yet. Or a life change they're facing has unlocked a new variety of needs they haven't even considered — but you've already helped a buyer client in the same scenario before. Whatever it is, aim to go above and beyond to deliver a home shopping and buying process that addresses your buyer clients' wants, needs, and calms any concerns.

4. Share Proof Points About Working with You

Testimonials and reviews from past buyer clients you've worked with are worth their weight in gold. We all read online reviews for just about everything — from a new car to the latest smartwatch, a primary care provider to a cosmetic dentist, online reviews give us a real-life look into what it's like to work with the provider or purchase a product or service.

Think about the last time you steered clear of a purchase or service because of poor reviews. Or think about the last time you jumped at a service because of how great their customer reviews were. There's power in sharing real-life experiences, and having your previous clients' testimonials provides your current (or future) buyer clients with an honest, unbiased view into partnering with you for their home purchase.

Meet Buyers Where They Are and Get Them to the Closing Table

Buyers need you and your deep real estate knowledge and experience — they just might not know it. Buyers might be confident they can get through the process with online real estate portal data or driving around scoping out For Sale signs, but the reality is, they need you. So tell them, and then show them.

By highlighting yourself as a local market expert and trusted, experienced buyer's agent, prospective homebuyers can easily feel confident in working with you, rather than trying to do it all themselves.

To view the original article, visit the Inside Real Estate blog.

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