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How to Create Relationships with Real Estate Agents of Every Generation

Spectora 1/10/17 11:15 AM

There might not be anything more important than the relationships you build with real estate agents. Part of building this trust is understanding the differences between agents of different generations and tailoring your approach.

NAR states the median age of all Realtors is 58. But don’t let that fool you. There are high-volume producing agents in every age bracket.

What this means for you - In order to create a sustainable home inspection business, you need to build relationships with today’s average Realtor (Baby boomers), and the rainmakers of tomorrow (Gen X and Millennials).

Building relationships and connecting with agents today is more multi-faceted than ever, with shifting demographics and multiple digital platforms. You need a well-balanced approach and an awareness of how each generation communicates and what’s important to them.

Baby Boomers

Experienced agents tend to:

  • Have a physical office
  • Prefer face-to-face introductions
  • Prefer a phone call over a text or email
  • Have a network of trusted contractors
  • Attend more networking events or join groups

Gen X and Millennials

Younger agents tend to:

  • Work remotely
  • Prefer email and text over phone calls
  • Be open to meeting new contacts
  • Be active on social media
  • Meet clients through social engagements or hobbies
  • Check your website and online profiles before connecting

*Keep in mind Realtors are a social group by nature. Older agents can be active on social media and younger agents may attend networking functions. Research each agent online before interacting.

Tips for Multi-Generational Relationship Building

Tips for connecting with experienced agents:

  • Check their website and social media profiles for an indication of how to communicate with them. If they are active on social media, interact with some of their posts before emailing.
  • If they aren’t that active online, this is a cue that you should call to set up a face-to-face meeting, perhaps grabbing coffee.
  • Baby boomer agents especially value professionalism and punctuality, so dress and present yourself accordingly.
  • Focus on the value you will provide for their clients through service and follow up

Tips for connecting with younger agents:

  • Follow their accounts on social media and interact for a few weeks before emailing, texting or calling.
  • Interactions online should be genuine and thoughtful - no automated responses
  • Pay attention to their language and communication style - Don’t be afraid to use the occasional emoji, GIF or smiley face if that’s how they communicate.
  • Texting is ok (and typically preferred) after you’ve established communication via social media, email or in person.
  • Focus on how you will make their clients feel before, during and after the inspection.

With any agent, remember to keep the focus on the value you can provide them and their clients.

You should develop a combination of offline networking and a strong online presence. The two together make for the quickest and longest lasting results.

There is no shortcut to building solid business relationships. It takes time, effort and consistency. The long-term rewards are worth it, so get out there and engage!

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