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A post shared by Andrew Lewis | SoCal Realtor (@the.real.andrew.lewis)

Imagine walking onto a car lot, full of excitement and anticipation about purchasing a new car. Instead of a friendly salesperson showing you the latest models and letting you test drive your dream car, they usher you straight into the finance office. You haven't seen a single car, let alone experienced the thrill of imagining yourself driving one. It's a major letdown, right? That scenario would strip away all the fun and excitement of buying a new car.

Unfortunately, many real estate agents make a similar mistake with their clients and then wonder why their clients disappear without a trace. This approach is akin to taking all the joy out of the home buying process, leaving clients feeling frustrated and disinterested.

Why Client Engagement Matters

As a real estate agent, your primary goal is to keep your clients engaged and excited about their home buying journey. The process should be an enjoyable experience where they can envision their future and build excitement about the possibilities that lie ahead. One of the most effective ways to do this is by showing them homes and fueling their enthusiasm for the purchase.

Clients want to see the stunning homes available to them, not be bogged down with numbers and financial jargon from the get-go. By appealing to their desires and showcasing beautiful properties, you allow them to imagine themselves living in these spaces. This emotional connection is crucial as it not only keeps them interested but also makes the entire process more enjoyable for them.

Show, Then Tell: The Right Approach

To keep your clients enticed and moving forward in the process, it's important to strike a balance between showcasing homes and discussing finances. Here are some steps to help you achieve this:

Start with the Fun Part: Begin by showing your clients a variety of homes that fit their criteria. Let them explore different neighborhoods, styles, and layouts. This initial phase should be all about helping them visualize their future and getting them excited about the possibilities.

Build an Emotional Connection: As your clients tour homes, encourage them to imagine their daily lives in these spaces. Ask questions about how they would use the rooms, entertain guests, or enjoy the neighborhood. This helps build a strong emotional connection to the properties.

Gradually Introduce Financials: Once your clients have seen a few homes and have started to narrow down their choices, you can begin to introduce the financial aspects. By this point, they are already emotionally invested in the idea of owning a new home, making the financial discussions less daunting.

Provide Clear and Supportive Guidance: When it's time to talk numbers, ensure you provide clear, concise, and supportive information. Help them understand their financing options, the costs involved, and how they can make the purchase work within their budget.

Keep the Excitement Alive: Throughout the process, continue to keep the excitement alive. Regularly update them with new listings, market insights, and any other relevant information that keeps them engaged and informed.

Bringing Clients to the Finish Line

By keeping your clients engaged and excited from start to finish, you increase the likelihood of successfully guiding them to the end of their home buying journey. It's all about creating a positive and enjoyable experience that makes them feel supported and understood.

Remember, the key to retaining clients and preventing them from ghosting you lies in maintaining their interest and enthusiasm. Show them the homes, let them dream, and then talk numbers. This approach not only makes the process more enjoyable for your clients but also increases your chances of closing the deal.

So, the next time you meet a new client, resist the urge to dive straight into financial discussions. Instead, focus on the fun and exciting aspects of buying a home. By doing so, you'll not only keep your clients happy but also set yourself up for greater success in the competitive world of real estate.

Let's start keeping our clients enticed and take them all the way to the finish line!