Agents can enhance the client experience by offering extra services before and after a transaction, but it must be done thoughtfully.
One valuable service is providing clients with a list of trusted home-related suppliers. Creating this list is a time-consuming process that requires careful consideration for agents looking to start their own list.
“This topic is crucial as the agent-client relationship evolves beyond just the transaction,” says Rob Plomer, a sales representative at Chestnut Park Real Estate Ltd., Brokerage in Picton, Ont.
Establishing a reliable network of suppliers
For Plomer and Kate Vader, trust is the foundation. They only recommend professionals they have personally worked with or who come highly recommended by trusted sources in their network. It’s not just about skills or prices, but also about consistency, communication, and how they treat people. If a professional does not align with the level of care and service they provide, they hesitate to endorse them.
Broker Jeffrey Kerr of Re/Max Prime Properties Unique Group in Toronto also emphasizes the importance of vetting tradespeople before recommending them.
Transparency breeds confidence
Kerr stresses the importance of being upfront with clients about his history with recommended contractors to build trust. He advocates for clients and ensures that recommended professionals deliver quality service.
Setting realistic expectations with clients is essential, according to Plomer. He emphasizes that recommendations are suggestions, not guarantees, and encourages clients to do their own research and seek multiple quotes for major services.
Thoughtful referrals for specialized needs
Kerr carefully selects contractors for clients with specialized needs, such as those with disabilities, to ensure they receive the necessary expertise. He also emphasizes transparency and avoids accepting referral fees to maintain trust.
Disclosure and integrity in referrals
Kerr highlights the importance of disclosing referral fees from contractors and following regulatory requirements. He also encourages agents to explore new business and service options as they become available.
Prioritizing trust over incentives
For newer agents, Plomer advises starting small and recommending only those they genuinely trust, rather than adding someone for referral incentives.
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