After working as an agent in the real estate industry for a year or so, you will ideally have a few successes under your belt. Going through the closing process with clients can be nerve racking, but each experience provides you with a little more comfort and confidence. In fact, after a while, you may forget all about those nervous jitters you felt the first few times you sat at a closing table.
Once you reach this point, it may be easy to forget that your clients may have little or no experience with the process of buying or selling a home. They have a lot on the line, and they are relying on you to walk them through the process while avoiding any major snags. There are some simple things you can do to minimize the chances that your client will arrive at closing day exhausted and burnt out.
As challenging and stressful as it may be to buy or sell a home, it should also be exciting with a view to a hopeful future. Selling a home may mean a move to new location or downsizing to a more comfortable way of life. Buying a home may be a lifelong goal for your client or the beginning of many family memories. It is important that you learn your clients’ goals and keep those goals in front of the client throughout the process.
Some ways to help the clients define their goals is by brainstorming lists of must-have items as well as those items they would love to have but can do without. You may help them narrow down a style by showing them pictures of different types of architecture and neighborhoods to see what best fits their vision. By having a dream and keeping the clients focused in that direction, you may help them get over the bumps in the road and maintain their enthusiasm.
Perhaps few things can drag out a process like having nothing to do but wait. You can offer your clients a timeline of tasks to help them pass the time as well as prepare for the big move. Clients may have to do any of the following:
- Clean up their credit
- Find a mortgage that fits their needs
- Create a workable budget
- Arrange for inspectors, appraisers and other professionals
- Sort and pack their belongings
- Clean and prepare to move
You can help them create an efficient timeline for these and other items. Checking those tasks off a list may give your clients a tangible picture of how close they are getting to achieving their goals.