In one of our blogs from last week, we highlighted how you can be the best real estate agent you can possibly be. We discussed three sets of skills: leadership skills, communication skills, and social relationship skills.
Another thing that’s important for real estate agents is to provide a great first impression. Giving a great first impression is actually another skill the very best real estate agents acquire. Before getting into how you can learn the important skill of giving a great first impression, it’s important to understand why first impressions are still important
Real Estate Agent Messaging: Why First Impressions Are Still Important
The old adage “You never get a second chance to make a first impression” holds true today just like it holds true the first time someone uttered it. Real estate agents especially only get the chance to make one first impression. With competition only getting fiercer in the real estate agent industry, first impressions have become even more important than they used to be.
Why are first impressions so important? One reason: the primacy effect. The primacy effect is the tendency for information that we learn first to be weighted more heavily than is information that we learn later.
Most of our thoughts and judgements are beholden to the primacy effect. One of the reasons is because, by nature, human beings learn through empirical knowledge. Empirical knowledge is gained through experience.
For example, if we dislike the food we eat the first time we sit down at a restaurant, the chances of us revisiting the restaurant is almost non-existent. This restaurant analogy can apply to you giving a first impression as a real estate agent.
When a potential client meets you for the first time, they don’t know you. They don’t know that you’re a human being that, maybe, offers your time and energy at the local Boys and Girls Club. They don’t know that you, maybe, have a sick mother at home that you’re taking care of.
All a potential client knows is that you’re a real estate agent. If you don’t provide a great first impression as a real estate agent the first time you meet potential clients, those potential clients might just decide to go with some other real estate agent.
How Real Estate Agents Give a Great First Impression
Giving a great first impression as a real estate agent isn’t that difficult. The first thing to consider is where you’re meeting the potential client. If it’s at a house they wish to look at, the first impression could be much different than if it’s in an office setting.
If it’s at a house they wish to look at, real estate agents must hold back on selling. This doesn’t mean the real estate agent doesn’t sell the house to the client. What it means is that the real estate agent provides a soft sell. Remember, this is the first time you, the real estate agent, will be meeting this person. You don’t know how they’ll react to a hard sell.
No matter if you meet a potential client in an office setting, or outside of an office setting, the following applies:
Dress the part – Dress to a client’s real estate agent expectations.
Ask the client questions – Get to know the potential client. The reason to do this is because you want to know the person you’re working with. Also, something might come up that helps you find the right home for the client (if they’re looking for a home).
Listen…then, listen more – Let the client speak before you do. Allow the client to drive the conversation. Never cut off a client.
Don’t forget, you never get a second chance to make a first impression. It’s important that all real estate agents understand that first impressions still matter in the real estate agent industry.