Suzette Berkhalter Shares Secrets on Client Bonds & Real Estate Market Hurdles
On this episode of The Closing Table, we sat down with Suzette Berkhalter!
To watch the full episode, check it out on YouTube below. In the meantime, here’s a summary of the conversation…
Here’s what you missed from Suzette Berkhalter…
Suzette began her professional life as a legal assistant in a corporate law firm, balancing the demands of her role with her responsibilities at home. When she became a mother, she found herself searching for a career path that offered more flexibility and room for growth.
Inspired by a friend who had successfully transitioned into real estate, Suzette saw an opportunity that would allow her to create a schedule suited to her needs. She quickly committed to the career change, completing her coursework and passing the real estate exam on her first try. From that point on, Suzette’s enthusiasm for real estate only grew.
Suzette’s approach to real estate extends well beyond the transaction itself. She believes it’s essential to care for clients even after closing, explaining, “It’s even more important to take care of them after the transaction.” Suzette cultivates these relationships through thoughtful client appreciation strategies, like monthly giveaways and quarterly events, where she provides market updates and valuation reports. Over time, many of her clients become personal friends, inviting her to significant life events, from weddings to baby showers.
Suzette also prioritizes client engagement by hosting memorable appreciation events. Most recently, she organized an evening at a suite for a local hockey game. Past events have included paint nights, fall festivals, and bowling outings—all designed to foster connections while offering clients a chance to unwind without financial burden. For Suzette, these events allow her to reconnect with clients, strengthen relationships, and celebrate their journey together.
With a passion for helping first-time buyers, Suzette emphasizes the importance of starting early in the buying process. “You can never start too early,” she advises. Recognizing the limitations of personal research, she encourages clients to consult a professional, explaining that online calculators often fail to account for individual circumstances. Through her guidance, she helps clients assess financial readiness, understand their credit needs, and navigate the complexities of the market.
Next, Suzette also advises home sellers to consult a realtor before making renovations, noting, “It can never hurt to go ahead and have a plan in place.” By understanding the market and receiving expert guidance, sellers can make informed decisions about whether to sell now or wait. Suzette recommends focusing on essential updates and considering credits instead of extensive renovations, which may not align with buyer preferences. Her goal is to help sellers present their homes in the best light without unnecessary expenses.
As the market shifts, Suzette finds herself addressing misconceptions among both buyers and sellers. Some sellers, influenced by past market trends, expect higher values, while buyers anticipate lower interest rates. Suzette emphasizes education as a means to overcome these challenges, presenting facts to clients to help them understand current market conditions. “Here are the facts,” she shares, using transparency to set realistic expectations.
Suzette finds immense fulfillment in assisting clients with unique needs, such as those relocating and purchasing homes sight unseen. When clients finally see their new homes and express satisfaction, Suzette feels reassured by the trust they placed in her. Building trust with clients from diverse backgrounds, she considers it essential to understand cultural differences, actively listening to address any underlying concerns.
Suzette is particularly proud of her work with first-time buyers who believe homeownership is out of reach. “The people that think they can’t buy,” she explains, “I’m like, you can; there’s this program available.” She especially loves supporting single women buying their first homes, encouraging them with, “We got this.” Seeing their confidence grow and realizing they can achieve their goals is one of the most rewarding aspects of her work.
Real estate has taught Suzette the importance of continuous learning and adaptability. “If you are not learning and growth-minded, you’re going to struggle,” she reflects, adding that staying updated is vital for serving clients effectively. With an industry that changes daily, she’s committed to staying informed to ensure her clients have a competitive advantage.
To maintain a positive outlook, Suzette begins her day with a workout, sharing, “If I’m able to do that, then my day is going to be super great.” She prioritizes mental health, acknowledging that real estate can be mentally demanding. By focusing on consistent routines and mindset work, she’s better equipped to navigate the challenges of the industry.
For Suzette, having a real estate coach has been transformative. “All the greats in anything have coaches,” she notes, appreciating the accountability and wisdom that coaching provides. She reflects on her coaching journey, grateful for her current coach, who has helped her reach new heights. “That takes time sometimes,” she acknowledges, understanding that finding the right coach is a gradual process.
Through her coach, Suzette has embraced self-belief, guided by the mantra, “If, then, why not me?” This mindset work, she explains, requires constant nurturing, just like physical health. By continually working on her mindset, she ensures that she’s prepared to face any challenges that come her way.
Suzette leverages social media organically, staying authentic to attract clients. “I just am who I am,” she says, focusing on providing valuable and entertaining content. Her approach is to be “real, raw, and honest,” showing clients her expertise while remaining approachable.
Following that, Suzette shares that she begins her goal-setting process in October, viewing it as the true start of the year. Reflecting on the past year, she described it as “interesting,” with both business and personal growth. Looking ahead, she believes it could be “one of my best years yet,” focusing on areas of improvement and setting new goals.
Committed to customer experience, Suzette constantly seeks ways to provide more knowledge and education on social media. Each year, she refines her processes, asking herself, “How can I stand out differently?” With a focus on continuous improvement, Suzette aims to elevate her service, ensuring that her clients receive the best experience possible.
Check out Suzette Berkhalter:
https://suzettesellshomes.kw.com
https://www.facebook.com/suzette.aileen/
https://www.instagram.com/suzetteberkhalter/
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