No client has ever fired an agent because of too much communication. Yet we still seem to have trouble communicating! I wonder if a few things might be happening.
1. Misunderstanding behavioral styles. There are so many behavioral-style quizzes out there. I personally like the DISC. D = Driver (assertive, fast-paced, no-nonsense.) I = Influencer (friendly, bubbly, social butterfly) S = systematic (methodical, thoughtful) and C = Compliant (dots all the I’s and crosses all the t’s)
Real estate agents are predominantly D and I. However, D and I are only around 14% of the American population at large! (maybe part of the communication issue??) A Google search will give you a dozen decent books or articles to read about DISC and getting to know even a little will probably help your communication with clients and prospective clients.
2. Not blocking time. I always block Tuesday mornings to call all current clients. Oh, and I define a “current client” as someone in the deal right now up to around 60 days after closing. Otherwise, you’re speaking with them a few times per week right up until you get paid. What message does that send?? I tell them, “I’m going to call you with updates every Tuesday.” Then, I call on Tuesday AND Friday. (ok, sometimes Friday is a text unless there’s bad news. Never give bad news via text or email)
3. Not being sure what to say. Even calling to tell your client you don’t have any news is better than avoiding them. Or if you’re waiting for an update from a third party, call and say that. No one wants to feel like they’re being avoided.
A couple of really simple and easy habits could be all you need to start upping your communication game. And when you do, your clients will appreciate it!
