Every week, we ask a real estate professional for their thoughts on the top trends in real estate.
This week, we talked with Luis Dominguez, a Real Estate Sales Associate with Sunlife Realtors.
Miami Agent (MA): How do you best build your relationships with clients and other professionals?
Luis Dominguez (LD): I would like to touch on the latter part of the question first, a big mistake that a lot of agents make is that they think that their role with other agents needs to be an adversarial one. It is true that sometimes, while negotiating, you will be on the opposite side of the table as your counterpart, but for the other 90% of a transaction you will need to work together. I am of the belief that you catch more flies with honey than vinegar; I have gotten great deals for my clients because of the relationship I have with other Realtors. The same goes for appraisers, inspectors, etc. The key is simple; be courteous.
Building relationships with clients is simpler. Treat them like a true friend, go above and beyond, and always put their interests’ first.
MA: How do you most effectively communicate with clients?
LD: Every client I have ever had is unique, the key is to use every tool at your disposal. I prefer texting clients so there is clear communication, nothing is missed, and I can keep a log of our conversations, but every client will not be responsive to that. I have had clients that only communicate in person, some that I can only reach via email, and I have even had some that only call me at midnight. The key is to open the dialogue with your client to find out what a regular day is like for them and what method of communication they are most comfortable with.
MA: What do you do to work through difficult negotiations?
LD: There is no doubt that Real Estate negotiations can be very stressful, I’ve seen a million dollar deal fall apart over a lamp and sometimes, when tensions are high, the most trivial thing will kill a deal. Realtors need to understand their position in the negotiation and remain cool, calm, and collected. Can you imagine being inside an operating room and the doctor is having a panic attack? That is our position, we are performing an operation and the patient is the transaction; a level head will make all the difference.
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