Knowing how to truly connect with home-buying clients can be a challenge. Sure, the fact that they’re looking for a house and you have a house to sell connects you. There has to be more, though. It turns out that reality and mortgage lending are based on a high-stakes version of customer service. In the world of reality, it seems like agents and lenders operate on a revolving door model. Clients come to shop, buy, and hopefully, live happily ever after.

How can you connect with home-buying clients when the timeline is tight and there’s a great deal of hectic rummaging around for everyone involved? 

In my many years of experience, I have come to find that there are multiple ways to connect with home-buying clients. I’ve condensed my list down to my top five favorite ways to foster connection in the midst of a hectic business.

Know the why

Why is your client(s) buying a home? Maybe the woman is a young professional purchasing her first home. What are the dreams that they connect with making the move into a new home? Maybe the couple is about to retire and they dream of having their grandchildren over for long summer days. 

These are the questions that matter. Every customer--every human being--wants to be seen, heard, and understood. Home-buying clients are no exception. Purchasing a home is a massive commitment and it’s important that clients know that their purchase and the dreams that go along with it matters. Tap into your sympathy when you’re working with home-buying clients. It will create a meaningful experience for them, but also for you.

Be Personable

Now, you can’t expect home-buying clients to share their why without bringing your authentic self to the table. Authenticity is a beautiful attribute to have in a home-buying and lender/realtor professional relationship. Be personable and let your personality be evident in your interactions. It’s okay to laugh with clients and to share the joy that you find in your job with them.

As you know, every client is different. You can gauge if they’re playful, serious, or a talker. I have seen it all over the years and what I’ve found is that being personable helps me to relax. We can’t just treat people like they’re simply a transaction. 

Speaking of treats...

Meet and Treat

Everyone loves food, right? Schedule time to meet with your home-buying client(s) outside of showing properties. Consider it a meeting and treat them to coffee or lunch. This expenditure is worth the investment of getting to know your client better. Show up with coffee to the next showing. This isn’t a tactic to win them over. Remember, you’re trying to connect and not manipulate.

A meet and treat is also a great way for the client to get to know you. This may be the biggest purchase that they may make in their lifetime. It’s important to them that they can trust you enough to ask questions throughout the process. These informal meetings are the best time to let your personality shine through.

Personalized housewarming gift

When your client closes on their home it’s lovely to give them a housewarming gift. Remember when you asked them about their why? Now is the time to tap into those mental notes that you took. Realtors often buy things in bulk to make small gift baskets for clients. I think that’s a great idea because you always have something on hand for home-buying clients. My suggestion is that you leave room in that basket for a one-of-a-kind personalized gift.

It would be kind to give the couple retiring some sidewalk chalk and bubbles for their grandkids. The young professional moving into her first home may love to have a “beginner’s gardening” guide.  

Snail mail

I’m going to go way back to a time when it was popular to get letters in the mail. Over the course of my professional career I have seen the value that can still be found in snail mail. Even though everything has moved to the tech way of life, a handwritten note holds so much value. (Yes, even if it gets thrown away). You don’t have to write home-buying clients a three page letter. What you can do, though, is:

• Create a series of postcards on Canva to have on hand. (i.e. client birthdays, home-buying anniversary, Christmas, etc.)
• Mail small tokens of kindness that communicate “thinking of you”.(i.e. Bookmarks, flower seed packets, coupons to local restaurants.)

Connect-worthy

Your clients are worth connecting with. After all, they’re the reason that you have your career. Don’t be hesitant to put yourself out there and get to know them in their home-buying process. Be warm and inviting. This is a new journey for them and they need someone just like you by their side.