Here are six reasons your (former) client may have gone the DIY route – and how to stop that from happening again.
1 – You don’t communicate enough
Communication is key – especially when it involves your client’s largest asset.
The Fix: Make sure you keep your clients in the loop – send them email updates to tell them about whatever interest their property has been garnering on the open market.
2 – You still follow the three Ps
You’ve heard ‘em: Put a sign on the lawn, Put the listing on the MLS, and Pray. What’s not as cheeky is the fact that many agents don’t do much more than this to get a house sold.
The Fix: Find unique ways to market your client’s property, whether that’s through social media, advertising or even calling other agents to invite them to an open house.
3 – You keep your paycheck in mind
Of course you want the highest commission possible – there’s nothing wrong with being paid well for your hard work – but advising a client into a more expensive home, just for the higher commission cheque is wrong.
The Fix: Keep your clients top of mind during every deal, which is often easier said than done for some sales reps.
4 – You’re hard to get a hold of
No seller likes to feel ignored, and if you’re not answering your phone or responding to emails in a timely manner, that’s exactly how they’ll feel.
The Fix: Answer your phone when you can and return voicemail messages as soon as possible. Respond to emails and text messages immediately, even if it’s a simple response letting your client know you’ve received their message and you will get back to them shortly.
5 – You schedule showings without asking permission
Sure, their property is for sale, but no one likes strangers showing up unannounced, after all.
The Fix: Also get your clients’ approval before scheduling a showing. Or, better yet, be available for as many showings at your clients’ homes as possible.
6 – You have too many demands
Of course you’re there to offer constructive criticism about how to best prepare a property, but it’s unrealistic to ask your clients to change every little thing about their home.
The Fix: Pick your battles. Make a list of everything you think could be done to show the home at its fullest potential, and work with your clients to choose the best fixes to make.
Every agent has lost a client to another sales rep at one point or another, but losing a client to a for-sale-by-owner company is even worse.