Client that doesn't know what he wants

[hallmarkrealtorsupport]

Hi everyone- I'm new to this forum, an experienced real estate assistant but relatively new to the "virtual" RA world.

Business has been pretty slow, so I was excited to hear from a potential client. He has a small brokerage and appraisal business.

Here's the problem- He doesn't know what he wants! He might like to "take his business to the next level" or "do a little more on the internet". He claims that he has been doing O.K. for years working 16 hours a day and knows he should hire someone but just hasn't taken the plunge.

How would you turn his vague requests into billable tasks?
Have you ever had a client who is just more trouble than he is worth?

I asked him to think about what he hates to do most to start.

Thanks for your help!

[Tess]

I don't know what goes into being a REVA exactly, but on a more general note, why not take an inventory of where his marketing efforts are going and then advise him on getting into social media, blogging, etc. (things you can handle for him).

You've made a good start, asking what he doesn't like doing - but if you can help guide him by offering specific tasks YOU see that you could get involved in or start fresh for him it may get the ball rolling sooner.

[AwakenedKeynote]

I have been told anything that does not make your client money directly should be delegated to someone who is passionate about that task- it is actually costing him potential business he could be writing where he could make more money.

[vosolutions]

I agree with Tess. Start by asking them what they don't like to do. I usually have my "audience" or whomever I am speaking with, make a list of the top 5 things they procrastinate about in their daily tasks. Usually that translates to something they should be outsourcing to an administrative consultant or VA.

[AnnaLisa Michalski]

Ask him to email you a listing of how he generally spends those 16 hours a day, or maybe his schedule from a typical week so you can see patterns. Then go through the list using highlighting and notes to show him how many of those things you could take off his plate, and send it back to him.

In your notes, be sure to say a little about how you'd take care of those tasks efficiently. Suggest ways you'd streamline lots of little tasks for him (e.g., set up shared online databases, find the right software to make things simpler, etc.).

It's likely he's a little hesitant because he wants to be aware of and involved in all parts of his business--slightly compulsive, perhaps. (I get that--guilty of it myself!) If you can show him how you'd set things up so that YOU are doing the day-to-day entering data, sending messages, etc., but HE can access all the info you're processing at any time he needs it without having to ask you for it, that'll put him at ease a bit.

Look at it this way: By saying he doesn't know what tasks to give you, he's basically invited you to write your own job description. It sounds like this potential is ready for molding into an ideal client. Good luck reeling this one in!

[jrymut]

Since you have experience in the RE world, you could also make him a list of "things other clients are happy to have me do." You could give him a grocery list of the tasks you've done for other people and then go over it with him. When you hit on one that really makes him light up, suggest you start with that one.

Sometimes people don't know where to start. If they don't have a mind for systems, they don't know how to take what they do and make it doable for someone else. Your first job may be helping him to see his work day in chunks that can be delegated.

Hope this helps,

Julia

[Patti Seipp]

The client should keep a notebook to jot down what he does during a day for a week. Yes, it sounds like asking him to do a lot of "homework" but he will be really surprised at how he spends his time. You will be able to show him how many of those tasks you can take "off of his plate" and how he will be free to handle the money making tasks.

[iRealEstateVA]

I agree with what others have said. I would send them a daily email each evening asking them what they did that was $20/hr task work(assistant level) that they could be handing off. I would do that for a week, along with suggesting things like seller reports, CMA's, listings work, blogging, showing feedback, etc, to get them thinking of things they could be doing - that they might not have thought of that you could do for them.

Good luck!