Discovering Your Clients’ Pain Points to Get More Sales
Buffini Coaching LIVE is a free, two-part series that will give you the strategies, tools, and confidence to own 2026 from day one. On Dec. 3, Brian Buffini will share his legendary Bold Predictions for the year ahead in real estate. On Jan. 22 he’ll be joined by industry thought leaders who will share tactics to help you create the breakthroughs, habits and mindset to win. Learn more here.
Real estate is one of the biggest investments your clients may make in their lifetime, so it’s important to make them feel comfortable and secure. Today’s economy offers a lot of uncertainty, leaving many buyers feeling unsure about committing to such a big investment. As an agent, it’s important to understand your clients’ pain points to make sure they enter escrow with confidence and peace of mind.
Here are some tips for unearthing your clients’ pain points:
Communicate. Effective communication and transparency will help you win the sale and provide the best experience for your clients. Ask your clients to share the most key features they look for (amenities, location, neighborhood, schools, public transportation, etc.) in a home.
Understanding your clients’ needs and wants will help you overcome the objections they might have during the process of finding the perfect listing. In many cases, buyers are flexible and may be open to reviewing all options. Creating a checklist for your clients could be beneficial. It can help you collect the information you need to understand their needs.
Build Trust. Always be clear and use simple language. Never hide fees from your clients. Be specific when you discuss your compensation and share the updates. You don’t want your clients to think that they are not your priority when you don’t follow up with them for a long time.
Your customers will have peace of mind when they know that “you’ve got them.” Learn to listen to your clients, evaluate their priorities, and understand their needs and expectations. The words you use will affect your relationship, the negotiations and future referrals, so make sure you are using words to win with.
Stay organized. The real estate business is hectic and staying on top of all your tasks is crucial for your success. Choosing a reliable real estate CRM (Customer Relationship Management) system will help you to stay organized and never miss an important meeting, call or follow-up with your clients. The right CRM can be your ultimate assistant in scheduling, organizing and marketing, so you can use your time effectively and focus more on your clients and your goals.
When you apply these best practices to your daily work, it will positively change your operations, communication and overall routine.
Remember that clear communication will help you make a better connection with your clients and decrease their level of stress. When clients know that they are understood they will appreciate your hard work and remember the wonderful experience of home-buying with you, leading to more referrals and the natural growth of your network.
