The real estate industry is built more upon relationships than almost any other. A real estate agent's success is almost entirely dependent on the relationships they have with their clients and the trust that is created there.
Building and maintaining long-lasting relationships with clients is an important way for agents to grow their business.
Where To Start
All relationships are transactional at their core. What does the bond bring to each party? This is true for agents as well, even more so in fact. Both buyers and sellers want to know that their current or future properties are in good hands and that their expectations will be met. Real estate agents hope that their clients will continue to use them for future transactions and also recommend their services to others that their clients may know. Client reviews are more important than ever in the digital age.
So start with building the foundation of your relationships where you are right now with current clients. Agents need to ensure that their clients are happy and well taken care of. This doesn't mean anything too over the top - simply doing their job and doing it well. If a client feels that their transaction was handled with care, personalized to them, and done as efficiently as possible - an agent has won. The next time that person hears someone needs an agent, you will be top of mind!
Following Up
When a former client gives you a referral, be sure to reach out and say thank you. Perhaps even send a nice bottle of wine or a personalized note letting them know how important their marketing of your business is to you.
Another great way to follow up and stay in touch is through social media. Here you can continue to congratulate clients from afar on new life milestones and they can see your business grow as well. This hands-off approach is an underrated way to maintain relationships with clients long after you've handed them their keys.
Other small ways to stay on someone's radar are through items like mugs and pens. The occasional post card. Checking in when unexpected changes happen in the market. Maybe you remember that a client's children are now all moved out and came across the perfect smaller condo near the beach? Give them a call!
Aim for quarterly or twice a year to respond to a social media story, host a networking event, or send a personalized note. A "happy one year in your new home!" text can go a long way. Because the business of real estate is so personal, clients know your interest in them and their stories go further than one transaction.
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