In many professions, especially in real estate and lending, the better you are at your job, the easier it looks to others. While delivering seamless results is important, making it look too effortless can lead clients to undervalue your expertise and the effort behind the scenes. Here’s why it’s essential to showcase the value of your work and how to do it effectively.
Why Effort Matters
Clients often don’t realize how much knowledge, skill, and hard work go into what professionals do. As a result, they might assume the job is simple or even question whether the fees or commissions are justified.
For example, a realtor shared a story about how they meticulously reviewed a 60-page home inspection report, contacted contractors for estimates, and carefully determined what to present to the buyer. Yet, when the report was clean, they simply told the buyer, “Everything looks good.”
The result? The buyer had no idea how much effort went into ensuring the property was problem-free. In fact, some past clients of this realtor even became real estate agents themselves, thinking the job was as simple as putting a sign in the yard and showing houses.
How to Demonstrate Value
Professionals need to find ways to highlight the work they do without overwhelming clients or creating unnecessary drama. Here are some strategies:
- Communicate Proactively
Regular updates can demonstrate your effort and expertise. For instance:- Lenders can call clients to explain where their loan stands in the process, highlighting hurdles that were overcome.
- Example: “Your loan came out of underwriting with only two conditions left. Initially, there were seven, but we worked with the underwriter to resolve five on your behalf.”
- Find Opportunities to Educate
Use client interactions as a chance to explain why certain steps are important and how they ensure success.- Realtors might explain how a detailed review of a home inspection saves buyers from costly surprises.
- Lenders can emphasize the importance of thorough documentation to guarantee smooth closings.
- Showcase Your Team’s Strengths
If you work with a team, highlight their contributions. For example:- “Justin worked behind the scenes to finalize this in record time.”
- “Tamara went above and beyond to ensure everything was ready for closing.”
- Create “Moments of Value”
Even when things are going smoothly, find opportunities to showcase your expertise. This doesn’t mean fabricating problems but rather pointing out potential challenges and how they were avoided through proactive planning.
Why It’s Worth the Effort
When clients see the value of your work, several positive outcomes follow:
- Gratitude: Clients are more likely to appreciate your efforts and expertise.
- Trust: Demonstrating the depth of your work builds trust and positions you as a reliable professional.
- Referrals: Grateful clients are more likely to refer you to friends and colleagues.
The key is to strike a balance: provide a smooth experience while making sure clients understand the knowledge and effort required to deliver it.
When to Ask for Referrals
The best time to ask for a referral is when clients are feeling grateful and impressed. After solving a problem or showcasing your value, take a moment to ask:
- “If you know anyone else who could benefit from this level of service, I’d love to help.”
Final Thoughts
Don’t make your job look too easy. Instead, find opportunities to highlight the knowledge, effort, and expertise that go into every step of the process. By doing so, you’ll not only enhance client appreciation but also build a stronger reputation and increase referrals.
If you have questions or insights to share, feel free to reach out. And as always, remember to keep chasing excellence.