Relationships are the make-or-break detail when it comes to clients purchasing real estate. Return on relationships (ROR) is not strictly about money (although that is an integral component); it is also about the value that loyalty plays in a client recommending and sharing you to others. So what steps can you take to achieve a better ROR with your clients?

1) Listen

Listening is the biggest tool of ingratiation with any person, be it business-related or otherwise. If a person does not feel heard, they start to feel disrespected. If your client does not feel you are listening to them, they will not adequately trust you to come through for them on what they want. It will ultimately detract from your ROR by weakening your relationship. Too often agents are waiting to finish a client's sentence or start unloading vast amounts of information on them; when an agent takes the time to slow down and listen, bonds are formed that extend far beyond the normal broker-client relationship.

2) Make it about them

It is not about you! Brokers are generally all too quick to try to force things on a client. They forget that at the end of the day, it is all about the client. They are the ones who are going to be living in whatever property they buy, not the broker. Because of this, it is imperative to put the buyers in the driver's seat. They need to realize that they hold all the cards, and the broker is merely acting as a facilitator to bring their dreams to life.

3) Ask "How can I serve you?"

This step is an extension of step #2. The key to this step is authenticity. The client will realize immediately if you are inauthentic. You have to take on the heart of a servant, and be lightning-fast to bend to their will. Their needs will often be many and ever-changing. This is natural; you have to adjust and serve accordingly.

4) Aim for ongoing engagement

Another common mistake brokers make is not engaging with the client frequently enough. The process of buying and selling real estate is a joint effort, not the result of just the broker. Sometimes clients will not speak up, or will be slow to tell the broker what they truly want. It is your job as the broker to constantly engage and ask the client if there is anything more you can be doing.

5) Know your audience

Know who you are serving. You are not merely a property hunter; you are a conduit by which a person or family is going to have a quality property that they are proud of. This means you need to know your clients very well. Know everything from their preferred design aesthetic to their favorite football team. Be an expert on every client.

In short, relationships are as essential to closing a deal as a checkbook is. Invest in relationships, and see the change!

To view the original article, visit the Quantum Leads blog.