You’ve closed a deal and now you’re done with that client—right? Wrong!
Just because the transaction is over doesn’t mean the client-agent relationship has to be, too. In fact, you want to continue building a close connection, because guess what? That’s how you’re going to get their return business—and, more importantly, that’s how you’re going to get their referrals. So before you prematurely end what could end up being the most lucrative part of your business, follow these tips to keep a good thing going.
Maintain an interest. This should be genuine. No one wants to hear from their agent a year later if it’s just going to be a sales pitch. Keep in touch and up to date on what is going on in their lives. Take note of any momentous occasions, such as anniversaries and birthdays.
Have conversations. Don’t just spew out facts you’ve learned along the way, whether related to real estate or to your client’s life. You want to really connect and leave an impression. What better way to do that than to allow your clients to relate with you?
Just be human. Show them that you’ve experienced similar things and provide guidance or support when appropriate.
Be around. You should be a constant presence in your clients’ lives. This doesn’t mean barrage them with calls and emails on a daily or weekly basis, but a few touch points on a quarterly basis can really reinforce your relationship.
Invite them to community events or client appreciation gatherings, even if they’re virtual, and use that as a reason to reach out to a past client and give back.
Getting through the transaction part is easy. It’s continuing to develop the relationship when you’re not working together that’s the tricky part. Trust me—with some commitment, it all pays off in the end.
Liz Dominguez is RISMedia’s senior online editor. Email her your real estate news ideas at ldominguez@rismedia.com.
Good Morning Liz,
You have pointed out excellent and pertinent facts in keeping the relationship going. I myself have a weekly Real Estate/business column W/a 119,000+ subscribers, plus a monthly newsletter and a magazine that is sent out to thousands of current and past clients. I periodically call and do a pass by to some of my most important clients, who are my base of referrals. However, due to the way I market myself locally with all that I do, I believe the majority of my clientele, know me and I am in the forefront when they think of real estate. However, periodically, I will see that a friend is hired by a client, not because they are more professional or knowledgeable than me, (which I doubt), but because a friend sometimes has it over us, as Realtors. But I don’t understand how some people would rather hire someone, a friend or acquaintance, to sell the most valuable asset that most have, and entrust in them the responsibility to do this? I assume the trust factor and just be around them more than I can be, is the overriding factor in making this decision and not the necessary knowledge that needs to accompany the other variables needed to search and find the most qualified purchaser. One thing I do know, Babe Ruth struck out 1430 times (the most major league history), but because he kept getting up and swinging, enable him to hit 714 home runs, also the most in baseball history playing in fewer games than Maris, Barry Bonds, Mark McGuire, Sammy Sosa, ( and no enhancing drugs either!!!) and also earning $60,000 back in the 20’s. He was the true homerun King!
Sincerely,
Philip A. Raices, Broker
Licensed Real Estate Broker Consultant
NYS Lic.#31RA0874656
Corp Lic#109909392
G.R.I. (Graduate Realtor Institute)
C.I.P.S. (Certified International Property Specialist)
Turn Key Real Estate
3 Grace Ave Suite 180
Great Neck N. Y. 11021-2415
Mobile: (516) 647-4289
Office : (516) 829-2205
Fax : (516) 829-0717
Email: Phil@TurnKeyRealEstate.Com
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Point #3 about being around is key. Stay present in your past clients lives and you will benefit immensely.