Everywhere you look, new smart home technology seems to be popping up. Security cameras that can tell friend from foe and UPS delivery man from the neighbor’s dog, door locks that only need a
Robots Cant Replace Us
The waves of new technology are sweeping over us, threatening to carry us away. We can’t stop it; we just need to go with it. Will robocalls and online home shopping become the new norm? No! Yours is not a profession that can be completely replaced by autonomous devices or online programs and apps. The need for a real estate agent will always be there. It’s your knowledge of the market and your local area that’s so valuable. You know when to offer more on a purchase; you know how to sympathize when a client misses out on a property he really wants. Can a robot do that? Heck no! In general, there are three feelings that motivate people to do business with you:Trust – the feeling a customer has knowing they can depend on you.Confidence – the feeling a customer has when they know they can rely on your expertise.Support – the feeling a customer has of being taken care of and knowing that you have their best interests at heart.A lot of emotion is tied up in the purchase of a new home, as well as in the selection of the agent to assist in the purchase. First-time buyers are probably excited, scared, and hopeful; by showing empathy with those feelings you’ll earn their trust so you can work as a team. Studies have proven that people make even high-end purchases based upon emotion and justify their purchase through reasoning. As an empathetic human being, you can recognize your customers’ emotions and adjust your own emotional responses, building a solid rapport. Connecting in this way will help your clients feel more valued, build stronger personal connections, and improve your lead-conversion rates. Mine, too, is a career that isn’t going to disappear anytime in the foreseeable future. Push a button and get a mortgage? No way. There are too many nuances and subtleties that require the human touch to manage. New technologies (online surveys, social media, webinars, etc.) help us interpret customer needs and wants, but in the end, it’s up to us to take action and make the connections that lead to a great experience for our clients. No matter what someone is buying, there’s emotional judgment tied up in the decision to complete that purchase. Only human beings can connect with each other on this emotional level. No website is going to engender the sense of security that comes from spending time with a knowledgeable, empathetic, and trustworthy real estate agent or loan officer that has their clients’ best interests at heart.
Don Fleming has been practicing real estate for more than 10 years , with the primary goal to become a trusted advisor for his clients. He specializes in new construction, where he leverages his exten....
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