Here's how you can foster trust and rapport with clients in virtual real estate interactions.

I have many virtual interactions nationally and globally because I specialize in New York City. Initially, clients do not realize that Compass is a publicly traded Fortune 500 real estate technology company that has invested over a billion dollars into its proprietary platform. This seamless platform enables me to provide my clients with an end-to-end virtual experience, whether they are investing or selling. By showcasing the advanced tools and data-driven insights Compass provides in advance of collaborating together, I can ensure a seamless and transparent experience. I also encourage them to talk to my past clients to hear firsthand about their experiences.

Establish Clear Communication Norms and Expectations: Set guidelines for communication frequency, availability, preferred channels, expected response times, and what constitutes urgent vs non-urgent matters Personalize your communicationwith client’s preferences and needs. Provide Timely Responses Regularly check in with your clients to understand their needs and expectations2. Meet Deadlines and Be Reliable Keep clients informed about the progress of their projects. Show Appreciation Create Opportunities for Informal Interactions Practice Appreciation and Gratitude: Regularly express appreciation for your clients. This can be done through weekly or monthly appreciation circles1.

Make Clients Feel Valued... Start virtual meetings by name! Mention past details to show you care. Take notes - it builds rapport and shows you're invested in their success.

Tie on-the-ground local & regional information, observations, facts & trends with pics & charts. Ask, “why is the topic important to you, the audience?). Keep the principle idea or notion clear & understandable to the audience (know your audience), present as a story and close with a return to where you started (the principle idea or notion and the relevancy to issues of the audience.

Everyone wants to feel that they are important to you, not just a lead or a transaction. Personalize the invite, check in before the virtual meeting to have them think of any specific things they want to address during the meeting. Make them feel valued. Find out about them and what is important to them. And ALWAYS follow up after the meeting, regardless of whether they wanted to work with you or not.

Express yourself clearly and avoid using technical jargon. Break down complex information into easily digestible pieces. Utilize virtual tools like screen sharing and presentations to enhance clarity.

In my niche of the real estate industry, it isn't uncommon to close a deal primarily via email. Counterparties appreciate having our conversation documented in their inbox so we can refer back to everything that was communicated. When an urgent situation develops a phone call is always the best way to make sure everyone is on the same page ASAP. A follow-up email documenting the phone conversation is very useful to refresh my memory (especially on deals that take a month or more to close).

Effective communication is the foundation of trust, especially in virtual real estate dealings. Speak clearly, listen attentively, and summarize key points to confirm mutual understanding. Be transparent about the process, timelines, and set clear expectations. Address potential challenges openly, which demonstrates honesty and reliability. Keeping communication channels open reassures clients of your unwavering support throughout their journey.

Trust Starts with Clear Communication ... Virtual real estate? Speak clearly, listen well, and summarize key points. Be upfront about timelines and challenges. Open communication builds trust - they'll know you're there for them.

Follow up after the virtual meeting with an email summarizing the discussion. Never assume people are on the same page or have the same understanding of a process or transaction as you do. Keep the client updated frequently along the way. You can't be afraid to have tough conversations about the things that happen that are out of your control. Be forthcoming and honest and don't try to delay giving bad news. People appreciate honesty and they want you to guide them thru any pitfalls.

High-quality visuals and live narration make virtual tours captivating. Walk clients through properties like they're there, highlighting features and answering questions. This interactive experience builds trust and showcases your expertise, even virtually.

For virtual presentations, whether showcasing properties or analyzing markets, ensure to use high-quality images and videos. Guide clients as if they were on-site, highlighting key features and addressing questions live. This interactive method keeps clients engaged and informed. Offering a thorough and polished presentation shows your expertise and dedication to client satisfaction, even remotely. This approach not only builds trust but also sets you apart as a leader in your field.

After a what seems like a million meetings as an educator for the school board here the best advice I have for this is these 2 points: 1. Know what you are doing when doing a virtual presentation - know how to share the screen, know how to run that video, know how to end it. Pretend you are at a TED Talk and you have to come off as brilliant - the way your presentation runs is a reflection on you! 2. Don't read the slides. Have a slide about market conditions? Great - put information on it, talk about that information - DO NOT READ that information word for word.

When conducting or producing virtual presentations think about how it will look on the other side. Don't use cheap equipment, make sure lighting is good, be detailed, take your time when doing your production and editing work. Better yet hire a professional, it will save you time and likely the final product will be far superior to what you can produce.

A prompt response conveys that your clients are a priority. Taking the time to follow up after a virtual interaction shows them you are dedicated to their needs and readily available to address any concerns.

Prompt follow-up is essential to build and maintain trust with clients. After any virtual interaction, it’s important to send a summary of the discussion, address any additional questions, and provide any requested documents promptly. This shows that you are attentive and dependable, which helps keep the transaction moving smoothly. Timely responses also reassure clients that they are valued, leaving a lasting positive impression. Such responsiveness will be appreciated and remembered, ultimately strengthening your client relationships.

Follow up promptly and frequently. Don't wait for the client or potential client to reach back out to you. Have your information prepared, anticipate what they may need or want to know, and don't make things up. If you don't know, tell them you don't know and that you are going to reach out to the appropriate people to find the answer for them. Don't let them feel like they've been abandoned by you.

Technology is a wonderful tool if you know how to use it. Learn your technology tools and know how to use them. You don't need to be an expert, but be better than just possessing a basic knowledge. It is just too easy anymore to learn about any piece of technology that you use. YouTube, online tutorials, social media video instruction, are all easy ways to become knowledgeable about the latest tools that can make your business easier and the clients' experience more satisfying.

Leveraging technology in real estate can significantly improve client interactions. Utilize scheduling software to manage appointments efficiently, and adopt digital signatures to expedite document handling. Embrace virtual reality to offer immersive property tours, enhancing the client experience. Educate your clients on using these tools, ensuring they feel confident and supported. Thoughtfully integrating these technologies can streamline processes and elevate the professionalism of your service, providing a seamless and modern real estate experience.

Buying or selling property is a major milestone for clients. Acknowledge their feelings and offer patience and reassurance. This empathetic approach can strengthen your relationship with them. In virtual settings, where body language is missing, your choice of words and tone is essential. Demonstrate your understanding through clear, supportive communication. Building trust and rapport in this way will help your clients feel heard and valued, ensuring a positive experience even in a digital environment.

I've completed a few deals this way now and I can say that people are going to lean on your opinion and your skill in a big way when doing a virtual transaction. Be sure you are telling them EVERYTHING. Don't just sell the features of a home, point out the shortcomings. Does it smell funky? Say something. Because if the deal is done and the client feels like you held back information, it'll be a problem for you later.

I have found it extremely helpful to create opportunities for face time. Be creative. There are many platforms available where you can simply see your clients and team members. The options are unlimited. I have had non-work related face time on Zoom or Google meets where we spend 15 minutes or so drinking coffee/tea and talking about the different things going on in the areas we live in, family, interests, vacation suggestions, etc. Or face time in response to an emailed question or concern, offers reassurance that a voice call or emailed response cannot convey. It has proven to be 100% successful.