Setting Expectations

Relationships break down when there are unmet expectations. If you are frustrated with clients for not showing up to buyer consultations or showings, or you've been driving all over town for months and they've yet to write any offers, they might not be the problem. You need to do a better job of setting expectations. Look at the patterns in your daily frustrations and then take a hard look at your processes and how you're setting expectations. For example, if you answer your client's phone call at 10 pm then you're giving them permission to call you every night at 10 pm. Tell them upfront what your daily availability is. For example, you show homes every day in the afternoon between 1 and 4 pm and you can take calls anytime from 7:30 am to 5 pm. Better yet, call them every day at the same time and you'll find that you get less one-off calls. They'll just wait for your predetermined time. It takes time to refine your process and scripts, but don't be afraid to make changes along the way. These tweaks will have a lasting impact on your business.