Keller Williams Realty Agent Career Training – Do Grateful Customers Equal More Business?
Sunday, January 10th, 2010

Keller Williams Realty Agent Career Training
Do Grateful Customers Equal More Business?
Research says gratitude may be the ticket to long-term relationships with clients. When customers feel grateful, they are likely to feel a deep-rooted desire to reciprocate.
Client’s perceptions of the benefits you provide depend on the following:
> Your level of choice. Does the client believe you are choosing to go above-and-beyond by buying them a gift, lunch or spending an extra three hours staging their home? Or do they see it as part of the contract?
> Your motives. Does the client perceive your motives as well intended, and not selfish?
> The amount of risk you take. For example, if you take a full day to show homes to out-of-town clients whose new job hasn’t been secured yet, they will be more likely to purchase from you if they do move.
> The client’s need. When the client does not need the benefit you provide, they perceive you as generous and are grateful for your kindness. When they do need something and you provide it, they are often still grateful.
For real estate agents, a long-term relationship with clients is key – not only do you want every home your client buys or sells to be with you but you want all their friends’ and family’s business too.
Foster well intended feelings of gratefulness among your clients and you maybe one step closer.
Click here to view the full article in the Keller Center Research Report.
More Posts From The Keller Center Research Report:
What Does Your DISC Profile and Sales Confidence Have in Common?
Turning Into Emotions Could Be Key to a Successful Sale
Maximize the Effectiveness of Your Lead Generation
More Training From Keller Williams Realty:
Soci@l: Attract Friends, Followers and Connections to Your Business by Ben Kinney and Jay Papasan
Real Estate Career Training from KW: ‘The Newlywed Script’ by Gary Keller
RealTrends 2009 Real Estate Market in Review: The Silver Lining and a Plan For The Future!

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