BE THEIR REALTOR ® FOR LIFE:
How to Build a Relationship with Your Clients that Will Last a Lifetime
KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE
FEATURED AGENTS
BEN ZAWISLAN
BRYAN RICCI
LEANNE POWELL
LUKE CINO
HOW TO THROW A NETWORKING EVENT that Can Put Your Business on the Map
COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS
3 BEYOND-THEOFFICE ACTIVITIES to Inspire a Creative Business Boom
It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?
Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some
of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.
From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central
Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals.
to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.
Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.
While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a
sense of community so that opportunities flow naturally and conversation remains diverse.
As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.
While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.
Cooperation, Not Competition,
Creates
When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.
“Bring everyone together”
Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best
Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem
for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”
But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.
Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the
same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.
Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.
This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.
Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and
co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.
When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always
willing to offer help, even to agents outside of The Luxe Collective.”
Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”
Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.
Ben Zawislan of Marshfield, Wisconsin, combines an unparalleled work ethic with a commitment to community and a penchant for candor to fuel his thriving real estate business. “I’m not the kind of guy to plaster my face on a billboard or spend time in front of a camera – it’s just not me. I spend time with my family, work, coach, and hunt – that’s where I spend my time and that’s where I put my money.”
Prior to formally entering real estate, Ben enjoyed a ten-year career in law enforcement. “My dad was the Chief of Police growing up,” he recalls. “Seeing the way he helped the community always filled me with a sense of pride, and I knew that would be an important part of my future. I had always dreamed of working in real estate – something about it called to me, and when the time was right, I took a leap of faith.” After serving as a police officer, Ben decided (with the encouragement of his
wife, who is herself in business management) to leverage his local expertise and pursue his lifelong dream.
Today, at the end of 2024, Ben serves central Wisconsin as a solo agent with Century 21. His geographic flexibility and robust interpersonal networking have helped him clear nearly $10 million in collective volume over the course of this year alone. “I try to do the little things for
every client,” he exudes. “I take the burden off while they are going through the process and stretch their time and money to get the most value. I compare lenders, contractors, service providers – anything to get even a hundred dollars off of your monthly payment. That will go a long way for someone.” This dedication to prioritizing the financial stability of others generates organic referrals for Ben, whose book of business is built by word-of-mouth referral clientele.
As he looks forward to 2025, Ben has laid the groundwork for managing this upward trajectory by hiring a personal assistant. “This will free up my time to problem solve for my clients and be with them in person – I travel a lot for work, but I value being with them as often as possible.” This emphasis on physical presence blends with Ben’s robust digital footprint, and he utilizes several websites, including industry standards Realtor.com, Zillow, and Facebook, and the MLS to garner competitive offers for every listing.
When he’s not supporting his clients, Ben goes to great lengths to champion his extended community. He regularly supports local Little Leagues by donating his time and treasure: he coaches baseball, helps out with flag football, and contributes to the organizations that his clients celebrate. As a passionate athlete, Ben is proud to maintain the spirit of athleticism in his life and city. “I have young kids myself, and it’s amazing to watch them all grow and improve over the course of a season. That keeps my summers pretty busy, and when I get the chance, I try to escape for man therapy – sitting in my tree stand with my bow and my thoughts, waiting for the next white-tailed deer. When therapy is in session, I disconnect – otherwise, I’m there for my clients, and most importantly, my family.”
Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of
the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?
To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-
To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle.
over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.
meditation.
You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.
Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.
If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins,
too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.
If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh
your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.
However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.
Bryan Ricci of Myrtle Beach, South Carolina, combines his tireless work ethic with a penchant for building interpersonal relationships to fuel his thriving real estate business. “I love meeting new people – I’ve always been the kind of person to give up my time to serve, and being able to help others find their dream home to build their lives is the best part of my job.”
Before entering the world of real estate, Bryan served as a police officer in Rhode Island for twenty-five years. “I did everything up there – I was on the SWAT team and had a K9 unit,” he recalls. “We moved down to South Carolina for a slower pace of life, and my REALTOR® at the time, Dan Brown, told me I had an eye for the market. I had it in my mind that I could become an agent during retirement, but COVID changed all of that.” After two years as a full-time police officer and parttime real estate agent, Bryan took a leap of faith and retired from the force.
Today in 2024, Bryan is a solo agent with McClure Group Realty, servicing everything on the Carolina coastline between Ocean Isle and Georgetown. His geographic range has blossomed to include all of Horry County in South Carolina and extends upward as far as Durham, North Carolina. “I just remember what it’s like to relocate here,” he exudes. “Trying to manage the stress of purchasing a home while managing your family and career – it can be a lot, and I want to make the experience as seamless and
stress-free as possible.” By prioritizing areas that are currently growing with transplants, Bryan has managed $9.5 million in annual sales during his first two years as a full-time agent, bolstered by a book of business that is over ninety-eight percent repeat and referral clientele.
While he goes to great lengths to support his traveling clients, Bryan also dedicates a portion of his time and energy to those he served during his previous career: the students of nearby Conway High School! “I was the School Resource Officer for them during my last four years, and I want to keep a presence there. I stay involved with the kids, especially during the sports seasons, and I talk to them during career readiness day to share what it was like to go from being a heavily recruited football player to a police officer, and now a real estate agent. We need to reach backward and give a helping hand whenever we can!”
When he’s not championing his community or helping people chase the Carolina coast, Bryan enjoys tinkering on his antique car, tweaking his social media presence, and spending time at the beach with his wife, three dogs, and fifteen-year-old daughter. “My sister, my daughter, and I all came home from the hospital in that car when we were born, and I want to keep it running for as long as possible. Everything I do is about building and maintaining a legacy for others – and I bring that level of dedication and service into everything I do.”
Applying these key lessons to your business can lead to an increase in productivity, creativity, and resilience.
Our furry friends bring immense joy to our lives. Their ability to project love and happiness into the world helps us feel calm. They seem to live entirely in the moment, which is something we
can learn from as humans. We can take it a step further and analyze how their behavior could be emulated in our own lives, particularly when it comes to business.
While there are certain dog characteristics we don’t want to replicate as humans (you can probably name quite a few), there are several that could lead to an increase in productivity. In this article, we’ve gathered five of the best lessons to be learned from dogs. Each one has its strengths, and applying these lessons to your work will undoubtedly lead to an improved way of doing business.
As we look into the specific lessons dogs teach us, keep in mind how their instinctual behaviors can make us not only better colleagues but also more adaptive and resilient professionals.
Here are the five valuable lessons dogs have taught us about business:
Dogs are always communicating. Though their communication may not be as clear to us if we aren’t familiar with their behavior, their messages come in bright as day to the dogs around them. If you’ve ever taken a dog to a dog park, you will see what we’re saying. A bow towards the ground with a tail wag means, “I’m ready to play!” while a tucked tail, cowering stance and whimpering means, “I’m scared!” The dogs who send these messages are hoping for a response in the dog they’re communicating with, whether it’s to engage in play or leave them alone. The dogs who observe these behaviors instinctively know what they mean. Though they might not always respect what the
other dog is saying, the message rarely gets misconstrued.
We can take this lesson into our business lives by remembering the importance of clear and frequent communication. We have a lot more to say than dogs, so it’s even more vital that we are upfront with what we’re thinking and feeling. We can’t expect a person to respond if we don’t engage. And just like dogs do, we should be prioritizing open communication through both verbal and nonverbal cues to maintain coherence and clarity.
If you’ve ever tried to work alongside your dog, you know they can be quite demanding when it comes to breaks. Dogs want to spend as much time as possible being outside, and they’ll let you know if it’s been too long since they’ve felt fresh air. Animals crave being outdoors. Let’s not forget that humans are animals, too. It’s quite unnatural for us to sit behind a computer for 8+ hours a day, so we have to remember to take breaks throughout the day.
Set a timer on your phone to remind yourself to get up and stretch. When you have a longer break, take a moment to step
outside, even if the weather is bad. A deep breath or two in the outdoors will help you reset. Once you return to work, you’ll feel refreshed and ready to be productive.
Most dogs want to learn because it makes us happy. Some need to be bribed with treats or play time. No matter the dog’s age, though, they are generally receptive to learning new things. Training a dog to do tricks or have manners provides them with enrichment and rewards. Dogs tend to learn quickly, and they never seem to forget the things they’re taught.
As humans, we can apply this to our own lives by always seeking out learning opportunities. While we might not be rewarded with treats, we will be rewarded with knowledge, and we can use that to improve our business, make more money, and work more efficiently.
Most dogs love humans and other animals. When they first come across someone they’ve never met before, you’ll see them exhibit quite a variety of positive behaviors in an effort to bond with their new friend. They might wag their tail and bring them one of their toys, offer a paw to hold, roll over, or give them a thorough, kind sniff. All of these actions seem to say, “I’m a good dog, you can trust me.”
People should attempt to say the same thing when they first meet someone, especially when it comes to business. Gaining trust is a key aspect of becoming successful as an entrepreneur, so showing others your open, happy, and accepting side will make a lasting impression. A smile, handshake, and light, positive conversation goes a long way.
Though dogs do love socializing and meeting new creatures, they also have a protective nature, meant to keep them and their pack safe. You can see this behavior play out when the doorbell rings or a stranger walks by your house. They will bark loudly, alerting you that something is happening. If you inspect the danger and tell them nothing is wrong, they eventually adapt their behavior, going back to what they were doing prior. When everything seems peaceful, they are always keeping their nose, ears, and eyes on high alert, waiting for anything out of the ordinary to happen.
We can implement this lesson by continually looking out for inconsistencies, and staying in touch with our instincts. If something in your work seems wrong, look into why that is, and adapt accordingly. In business, it’s important to stay in tune to what is happening, so we can keep up with changes and refine our strategies. Change is inevitable, and being open to that will help us reach new levels of growth.
The wisdom imparted by our canine friends supplies us with endless inspiration for our professional lives. The lessons they teach us, such as clear communication, the importance of breaks, continuous learning, making positive first impressions, and remaining adaptive, are essential for success in today’s business environment. By utilizing these principles, we not only enhance our productivity and creativity but also foster an atmosphere of resilience and mutual respect in the workplace.
Steering clear of these common home selling errors is essential for a seamless and effective transaction. Here are some top home-selling mistakes to avoid:
An experienced and compatible real estate agent is crucial. Select an agent with a strong performance history and knowledge of your local market.
2
Avoid setting an unrealistic asking price. Analyze the local market and similar properties to find a competitive and fair price.
Make necessary repairs and improvements to attract buyers. Addressing issues beforehand can make your home more appealing.
Proper staging is key. Declutter, depersonalize, and arrange furniture to highlight your home’s features.
First impressions are vital. Enhance your home’s exterior with maintenance, landscaping, and possibly a new paint job.
6 Lack of Marketing
Expand beyond traditional marketing. Utilize online platforms and various channels to increase your home’s visibility.
Ensure your listing has high-quality photos. Attractive, clear images can significantly impact buyer interest.
Be transparent. Fully disclose the property’s condition to avoid potential legal complications.
Maintain a business perspective. Emotional attachment can complicate the selling process.
Understanding current market dynamics can guide your decisions regarding pricing and the best time to sell.
Openness in negotiations can facilitate a sale. Be willing to consider reasonable offers and compromises.
Maintain a show-ready home at all times. A tidy and clean environment can make a strong impression during unexpected showings.
By avoiding these common mistakes, you can increase your chances of selling your home quickly and at a satisfactory price.
Dr. Leanne Powell of Fort Myers, Florida, combines the mind of a scientist with a heartwarming disposition toward candor and straightforwardness to fuel her thriving real estate business. “I feel like I can be myself in this profession. I like looking at situations from every possible angle and learning more about people from all walks of life who find their way to southwest Florida. My love for statistics lets me study market trends and understand investment strategies – I get to use my mind to serve others, work alongside my husband, and make new friends along the way.”
Prior to entering real estate, Leanne worked in the healthcare field. “I have a doctorate in pharmacy, and was working as a Director of Pharmacy for twenty years,” she recalls. “My husband has been licensed since 2018, and I helped him grow and thrive early in his career. It seemed like he could use an extra pair of hands, and during my own entrepreneurial journey, I discovered that real estate would be the ideal fit in terms of transferable skills.” In 2022, Leanne obtained her license and joined her spouse David to form The Premier Team with Vylla Home.
Today in 2024, Leanne’s territory extends throughout the Southwest Florida corridor including Charlotte County, Lee County, and Collier County. This geographic range has helped her close the current year with sixteen transactions totaling over $4.5 million in sales volume, bolstered by a book of business that is over seventy-five percent referral clientele. “I was diligent about learning the footwork of the rental business early on in my career,” Leanne exudes. “Many of my
rentals have turned into referrals – but I do form relationships above seeking the transactions. I promote myself as being straightforward and transparent, and when I deliver on the promises I make, lifelong relationships form organically.”
Leanne’s promises include a complementary deep-cleaning service, professional photography and curated videography listing augmentations, and a polished flyer box posted on-site for every listing. “We also look at target migration statistics to make sure our listings garner competitive offers from all over the country. Ohio, Illinois, and Indiana are home to many eventual transplants – I try not to bore my clients with the statistics, but knowing how to stay in front of potential buyers is a big part of my work.” This ability to balance intimate, interpersonal networks with a robust digital footprint has helped Dr. Leanne Powell to quickly cement herself in the profession.
While her early success earned her Gold Elite Status with her brokerage this past September, Leanne has her sights set on the ever-receding horizon of personal and professional excellence. She recently graduated from the Leadership Academy with her local MLS Board and has been selected to serve on the Florida Gulf Coast Board of Directors, the Public Policy Committee, and the Professional Development Committee. She grows her own tomatoes, jalapenos, and bell peppers; loves to read and watch documentaries; and exercises regularly to train for her next 10k running event. “I just love to learn about everything and everyone! It all helps me grow, and I bring that spirit of growth to those around me.”
In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.
No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.
People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.
Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush
out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.
On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.
Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.
Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to:
Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye
contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.
Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.
Here are a few tips for how to sound
Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.
Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.
When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.
You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.
Luke Cino’s career in real estate may have started as a way to “appease my mother,” but decades later, he’s built a thriving business rooted in hard work, faith and a knack for making clients feel like family. As the owner of Cornerstone Realty in upstate New York, a company founded by his mother, Luke is more than just a real estate broker. He’s a farmer, a community leader and someone who sees every transaction as an opportunity to make a difference.
“I got my license when I was 19 years old,” says Luke, reflecting on the early days of his career. “My mother was telling me I was doing nothing with my life. I was working two jobs, and I realized my mom was making a whole lot more money than I was. That’s when I made the decision to jump into real estate.” Today, Cornerstone Realty serves Wayne, Monroe, Ontario, Cayuga and surrounding counties. His team includes 17 agents—and yes, his mother is still part of the family business.
What sets Luke apart isn’t just his decades of experience but the personal touches he brings to his work—many of which tie back to his farm. “I’m able to provide my clients with high-quality beef, pork and chicken as closing gifts,” he says. This farm-to-table philosophy embodies Luke’s approach to real estate: personal, thoughtful and rooted in community. “It’s about making sure our clients know how important they are to us and our families,” he says. “We’re a small company, and it’s very personal for us.”
Navigating the ever-changing real estate market is no easy feat, but Luke has honed strategies that work in
both high- and low-pressure markets. As a developer and builder, he knows how to maximize a property’s value. “I give my clients the same advice I’d take myself or give to my family,” he says.
Luke’s roots in Williamson run deep. For nearly eight years, he served as president of the Civic Betterment Group, organizing 5K runs and other initiatives to bridge funding gaps for local schools. He has also coached girls’ soccer and summer soccer for kids. When he’s not working, you’ll find Luke on the water with his wife and family, or tending to the animals on his farm. “Raising beef, pork and chicken gives you a real appreciation for what you’re eating,” he says.
As he looks ahead, Luke is shifting gears. “Real estate doesn’t have a retirement plan unless you make one,” he notes. “I’m planning to get back into building and development. I want to focus on that while my team handles the sales.” At the core of everything Luke does is his unwavering faith. “I give all the glory to God for my success,” he says. “My mother raised us with the belief that God is our Heavenly Father and He will always provide.” Luke also gives credit to his wife and children. “I couldn’t have done any of this without my wife of 28 years and my four great kids. My youngest son is working with me at the office, as well. They all have a helping hand in my work and our investments together.”
From humble beginnings to a thriving career, Luke Cino is serving up success for his clients, sometimes with a helping of fresh produce from his farm.
https://www.cornerstonerealtyny.com/agents/87-R-Luke-Cino/
