My first exposure to the world of real estate and real estate agents was back in 1991 when I purchased my first home. This was followed a few years later by my mother attaining her license as a realtor and eventually selling my home. It intrigued me how the industry worked, and I knew that I wanted to do this and would be really good at it. However, life is full of many surprises. In 2007, I started the journey of getting my license. Still, after weighing the risks of inconsistent income and being a single mom, I decided to step back. I continued my path of law clerking and later moved into Labour Relations for government healthcare.
However, after the industry underwent many changes, I realized it was time to move forward with my dream. I wanted to do something that made people smile at the end of the day. I wanted to do work honouring people, especially their need for shelter. I love my work, and I love being able to say to clients, “Hey, I found this house, and I think it fits your needs,” and hearing my clients reply excitedly that it’s what they were looking for.
But for me to help people get to that moment, we have to work together, set realistic expectations, and be honest with one another. I tell clients that the more they communicate with me, the more I can advocate for them and identify the right home. This also spills over into the leasing world because knowing who people are and proving the legitimacy of their paperwork is particularly crucial in securing a home. This is even more important with international clients because I have to confidently present the whole application package as trustworthy and financially sound. It’s my job to represent my clients as responsible tenants, so gaining a full understanding of who they are ensures a more successful leasing process.
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Dig Deeper: Discussing Potential Roadblocks and Motivations
The first step to setting realistic expectations with clients is to determine why they are coming to you for services, their motivation, and their time frame. Understanding who your clients are, what’s important about their move, the home they need, and any wants is essential. Conversations about their family, what they do in their leisure time, the type of neighbourhood they want, and whether they will be commuting. All these pieces are so very important for me to know. These answers are best found by having candid conversations that put your clients at ease and build trust in you. Once you know all of this information, you can have a frank discussion about potential challenges.
If you still feel like things aren’t going right, then it’s time to sit back and listen. Clients need to know that you’re listening to them and have got their back.
For Buyers:
Making sure your buyers know when it’s a good time to make a move on placing an offer is critical. I ask my clients to rate their homes between 1 and 10. For anything above an 8, I tell them they should consider putting an offer in because finding a home that is their true “10” will be a rare occasion. This lets clients stay on top of their emotions and helps them decide on their negotiables and non-negotiables.
For Sellers:
Providing sellers with information they can’t get and presenting the underlying data and market trends to explain the “why” behind decisions and outcomes. It’s also important to assist them in shifting their perspective from a homeowner to that of a potential buyer. I like to take them on a journey of exploring other comparable homes on the market and that have recently sold, then asking how they think their home stands in comparison.
Whether my clients are buying or selling, understanding their motivation is critical. I focus on discerning what truly matters to them, as this guides my strategy. For instance, if a client’s goal is to celebrate Christmas with their family in a new home, I explore every avenue to make that happen. Conversely, if the priority is getting the best price, I engage in frank discussions about the potential trade-offs, such as waiting an extra month to secure a better deal. These honest conversations help set realistic expectations that initiate the process effectively and ensure every decision is aligned with what’s most important to the client.
Know Your Client and Know Your Market
Just as you wouldn’t trust a car salesperson who lacks knowledge about a specific car model and its comparison to others in the market, the same principle applies in real estate. Dig into your neighbourhoods and learn about the homes currently for sale and ones that have just sold. Take notes on the homes you view and become an expert. Even if you don’t have a client today, that doesn’t mean you won’t have one tomorrow.
As agents, we are in charge of bringing in our own business, which requires standing out and specializing in our niche. I have personally relocated independently, corporately, from city to city and province to province, and because of that, I have set myself up as a relocation expert. Since many of my clients are also relocating to the area, unfamiliar with the area, or new to the country, I try to cater to their needs by being one step ahead. Knowing the unique stressors that come with relocation and questions that they may have helps me guide them to the right people. By maintaining relationships with other professionals, like lawyers and accountants, I can connect my clients to trusted experts who will extend the same level of care and respect that I do. In this way, it is important to make clients feel like I’m on the journey with them.
Nearly two years ago, I was on a video call with a Spanish-speaking family planning to immigrate. Their young son came on the call, and when I asked him his name and age in English, his simple response was, ‘I don’t understand.’ I felt the blood rush out of my face and sadness that this young person was going to be leaving his entire world behind, and I couldn’t even say hello or ask his name in his native language. It highlighted the importance of meeting clients in their world to assist them effectively. Since that day, I have dedicated about an hour each day to learning Spanish, a journey now spanning over 550 days. While I am not perfect, my clients are so elated that I try, and it has opened up a different body of trust for me and my clients. This experience has reinforced my belief that we are all here for a purpose, and I genuinely believe it’s my mission to help people and leave them better than I found them.
