Whether you’re a real estate investor or an agent It is super important to give every potential client a full assessment to determine whether or not they will be a good fit for you. Just because there may be an opportunity to gain a new client that doesn’t always mean that it will result in a profitable deal.
Knowing the market and the details of the deal and what you stand to gain or lose, is a very important step in acquiring a new client because these things need to be sorted out well before the deal is finalized. When this crucial step is missed, things can potentially pop up in the future that will surprise either party and cause problems.
One of my previous clients told me how he was searching for house painters in hendersonville (a small town in Tennessee). He came across a few painting contractors who seemed a little too eager to take his money and not showing enough interest in his specific needs. Nevertheless, he decided to hire one of the contractors and soon after realized he had made a mistake.
The contractor ended up telling him that he would not be able to finish the job within the previously agreed upon time! Why? Because he didn’t listen closely enough to the details of the deal and found out that there would be a good deal more work involved then he had first assumed.
This is just one of many examples of what can easily happen if you don’t take the time to slow down and find out how you can best be of assistance to your potential client.
Below is a list of things to keep in mind when you’re in conversations with a potential customer.
- What is the main outcome/result your prospect is looking for?
- Is your prospect willing to compromise what he/she wants out of the deal?
- Does your prospect seem demanding or are they a respectful communicator?
- Can you properly assist your prospect, should they become a client, in everything they need out of the deal?
- Does the prospect/deal have the potential to become more of a headache for you than a benefit?
These factors are life savers when it comes to choosing your clients. The sooner you can weed out the stressful, problematic deals and clients, the sooner you can gain real mutually beneficial deals and relationships with customers that are a great match for you and your real estate skills!