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Real Estate Agent Tips: Out Of Town Clients

As a realtor, opportunities arise from time to time when you get a client that is deciding to move from another city or state. Helping your client through this process has a new set of challenges than that of a local client. Here are our real estate agent tips for helping you through this process.

Respect Your Client’s Time Horizon:

Time is paramount. No matter your business model or industry, time is the one commodity that comes in short supply. In Las Vegas, real estate brokers (agents) are constantly challenged by this market force.

Thankfully, top real estate brokers can overcome this market force and achieve clients’ goals via thoughtful communication to a client’s Time Horizon. A Time Horizon is the timeline of the client’s desired initiation of services and their projected closing date.

Although there are several key points of interest to consider in a client’s transaction, forgetting to consider how the client’s transition from their current [residential] location to their new one will impact their Time Horizon, certainly puts the transaction at risk.

Moreover, excluding the topic of time from your initial discussion with the client could result in whether an Out-of-Town client enlists your services.

Remember, as with local clients too, you must acknowledge that any distance presented by a clients’ schedule, limits your ability to connect and drive transactions forward.  When the distance is also subject to geographical restraints, the reality of time and money required for travel dramatically increases such limitations.

Your efforts, as a broker, must focus on meeting these additional complications with proactive efforts.  If possible, limit unnecessary travel by providing an elite level of attention to detail during each stage of the client’s time horizon.  With effective and purposeful communication, you can quickly address such stages as; locating a property, viewing multiple properties in a small time frame and the closing of the transaction, with relative ease.

 

Education Provided from Client Communication:

Successful communication is garnered from listening and learning. When a potential real estate client reaches out to a real estate broker, a key determining factor in that person’s transition from potential client to active client, is the amount of relevant and consistent communication received.

Furthermore, when that communication provides new details and background information, directly from the client, brokers have the opportunity to tailor their future messages utilizing that information. Through this evolving forum of communication two (2) key lessons are presented:

(1) the client can describe their needs in detail

(2) the real estate broker can begin to provide an elite level of attention to those needs.

 

Attention to Your Client’s Needs:

Family size, budget, school rankings, and commuting distance(s) for spouses are just a few common topics that can create a framework for an agent to start from. Most often – supplemental client needs exist, such as; available days to communicate, the ability to understand the paperwork, travel limitations, etc. These needs can have an equal or greater impact on the Out-of-Town client’s transaction.

The critical nature of supplemental client needs, rests not only on identifying them, but also investing time to understand why such limitations exist for your client.

Available Days of Communication – A client may only have Mondays and Saturdays free to discuss available listings. Whether calendar limitations exist due to employment schedule(s), religious commitments, or family traditions, understanding why they exist is always crucial.

KEY: Discover “the why”, in a professional manner, initiate respectful communication that leads all parties to an understanding of potential limitations.

Ability to Understand Paperwork– Consider the impact of providing a down to earth walk-through of a real estate transaction to a first-time homeowner, as their knowledge regarding the various stages of purchasing a home may be non-existent.

KEY: Provide “the guidance”, by offering details and explanations on required paperwork and the stages of a transaction, a higher level of communication between parties is possible, which in-turn continues to address the client’s Time Horizon.

Travel Limitations – Out-of-Town clients are limited in their travel opportunities for several reasons.  It is critical to understand exactly what limitations exist, such as; current employment schedule, limited budget, or personal commitments.

KEY: Confirm “the purpose”, when you know why a client can or cannot travel, you are in a better position to provide purposeful [justified] travel opportunities that directly correlate with the client’s schedule, budget, and personal commitments.

 

Deliver Results on Your Client’s Schedule:

Remember that your Out-of-Town client(s) have jobs, families, and are planning the transition of their lives to a new city. Keeping this in mind allows for a great opportunity, and by recognizing the juggling act of your client’s commitments you create a path to lend your assistance and reduce the strain on your Out-of-Town clients’ schedule.

By taking action on the needs of your client(s) you can lower the attention they need to give to the ins-and-outs of finding, starting, and completing the purchase of a new home in the Las Vegas real estate market.  The transition from their current location to Las Vegas is challenging enough – DON’T further complicate their decision(s) by placing additional demands on their schedule.

Through proactive Q&A – you can assess the client’s schedule and begin to implement each stage of the transaction seamlessly into their daily lives – eliminating the potential increase of undesirable stress.

Moreover, by leveraging the (basic/advanced) understanding of the demands of your client’s schedule you can also make a game-plan for potential miscommunication and/or roadblocks. This allows the building of opportunities for clear and consistent communication with Out-of-Town clients, which can make the sole difference in closing the transaction.

 

Technology: Transcending Real Estate Brokers’ Locality:

Once a broker confirms an Out-of-Town client’s time horizon, educates themselves on the needs of their clients, and devotes attention to meeting those needs, the only action left to take is to determine the correct tools required to facilitate a successful closing.  In today’s real estate market there are three (3) prominent tools:

(1) WebsiteProvides meaningful market background, supplemental resources helping clients develop a time horizon, and the preferred method of contacting you.

(2) EmailRepresents the standard for communication that can build a clear framework even in the absence of physical interaction – whether through consistent exchanges, document exchanges, or tailored information specific to the needs of clients, utilizing email is the backbone of transactions involving Out-of-Town clients.

(3) Messaging/VoicemailAllows for real-time schedule management and direct/immediate communication of small details, reminders, and updates of a transaction.

 

In closing, when Las Vegas real estate brokers utilize these 5 Real Estate Agent Tips for Out Of Town Clients – their ability to close transactions will certainly increase.  Implementing Respect, Education, Attention, Discovery, & Technology (acronym: READ T) to each client transaction will also provide an elite level of communication that your Out-of-Town clients can depend on.