We’re often told how important networking is before our professional lives even start.
But there’s more to it than online meetings, emails and exchanging business cards. Building an actual relationship with certain people is what can make all the difference in your business.
Building Relationships With Clients
Part of the appeal of working with a broker is the face-to-face interaction and human touch that makes the experience more personal. Building a relationship with your clients builds trust and can help build your referral business and retain clients for future transactions.
Tips For Building Relationships With Clients
Treat your client as more than a transaction. Ask them about their families, their daily lives and their plans for the future. Make note of their answers so you can mention them later, showing you care about more than just their business. Ask more open-ended questions to reveal more than just the surface level. Talk to them about their goals and how you can help them accomplish them. Address concerns early on – before they become bigger issues – and celebrate even the littlest wins throughout the entire process.
Building Relationships With Industry Professionals
Building relationships with real estate agents can make you one of their preferred lenders, meaning they’ll put your name out there and even nab you a few referrals.
Build your network with other brokers, too. You’ll be able to learn best practices from what they’re doing right and have a group of people to talk to who understand what you’re going through. It’s especially helpful to build relationships with brokers who have different state licenses than you. That way, if they have a client who needs a broker in your state, they’ll likely refer them to you. Likewise, if you have a client in need of a broker in their state, you can provide a great client experience by finding one for them.
Tips For Building Relationships With Industry Pros
Connect with professionals by attending conferences and industry events. Always have a business card on hand at these events and be the first to reach out to those you meet. You can also reach out to agents and brokers on social media, especially the professional networking site, LinkedIn. Take it a step further and make outbound phone calls to local real estate companies or visit their brick and mortar business to introduce yourself. And take your business card everywhere.
Building Relationships With Local Businesses
Having a relationship with local business owners will not only provide you with referrals and show you care about the community, but also help you become a local presence.
Tips For Building Relationships With Local Businesses
Support their business by becoming a customer and visit frequently. Find other ways to scratch their back so, in the future, they can scratch yours. This may include recommending their shop to clients or allowing them to hang an ad in your office. You can also see if they’d like to partner on a project that gives back to the community. If you’re a QLMS partner, check out our community page for inspiration and see how QLMS can get involved.
Building A Relationship With Your Account Executive
Once you partner with QLMS, building a relationship with your Account Executive is crucial. It builds trust and allows you to be more unguarded and authentic. This can help your Account Executive better understand the needs of your business, which, in turn, allows them to recommend products and services that are the best fit for your targeted client demographic. It will also just make conversations more pleasant and easy as you both collaborate on ideas, walk through the portal, receive or give feedback, and even get tips for getting things done quickly.
Tips For Building Relationships With Your Account Executive
Answer your phone when your Account Executive calls and you have the time to chat. Ignoring them or cutting the conversation short hinders their ability to help you, provide important updates and tell you about new products and services being offered by QLMS. When you talk to them, be open and take the time to have real conversations about your business and your needs. Being more open will help you grow your business.
Most importantly, understand that your Account Executive is there to help you, to celebrate your wins and to guide you in the right direction to help streamline the process. They’re your upfront lifeline for knowing where to go and who to contact to get what you need completed.