Treat Your Relationship With Clients Like a Partnership

Episode Timeline

Episode 256 Mail Right Show Podcast with Special Guest John Giffen

In today’s episode, we have our guest John Giffen, Director of Broker Services from Benchmark Realty, LLC. He’s received numerous awards and designations, including the Certified Real Estate Brokerage Manager (CRB) and Certified Residential Specialist (CRS) designations from the National Association of REALTORS® and the GRI (Graduate, REALTOR® Institute) designation from the Tennessee Association of REALTORS®. He also is a Certified Distance Education Instructor (CDEI). Today, he’ll be sharing some best practices that realtors need to add to their skillset to help improve their long-term success in the industry. John has an extensive background in sales and real estate and offers fantastic guides for people looking to start a career as a realtor.

Working with Clients

John provides an excellent take when it comes to working with clients, which focuses on creating a partnership and relationship with them. This helps ensure that he can establish a trusting work environment that helps with how you deal with your clients today and in the future. For sellers, it’s all about setting your value proposition with them. For example, staging a home is an excellent step to showcase your expertise in the field by explaining to them how making the necessary interior and exterior changes help improve the value of their home and them get the best deal possible. A lot of times, realtors struggle with this step, and the most common reason for that is because they weren’t able to establish a value proposition. It’s the same way I do business with my clients, with a lot of competitors in the real estate web development industry, the way I try to stand out is by providing as much detailed information as possible to help clients understand what I’m offering and what they’re getting if they work with me.

For clients looking to buy a home, John focuses on establishing the relationship and ensuring that the client understands what working with them means for John. He usually talks with a client for an hour explaining his process and what he provides with his buyer representation. He emphasizes how he’s a small business and that working with the client means a lot of time he’s going to invest, which affects the bottom line of his business. Whenever he has a realtor talk to him about a client going behind his or her back and closing a deal without them, he goes back to ask if they were able to explain these facts. If a client understands how much you’re investing in them, it helps create a bond that ensures they’ll close the deal with you.

Establishing Your Reputation

There are a lot of bad things in the real estate industry, and if you’ve spent enough time working in the real estate market, you’ll surely learn about a lot of nightmare stories. It’s your job as a realtor to protect your clients from these things and ensuring they experience only the good part of real estate. If they have a pleasant experience buying or selling a home with you, it goes a long way to establishing your reputation and making you the go-to guy in your local market.

To learn more about John and what he’s about, check out the links down below.