Repeat clients account for a major share of the business for most successful real estate agents. Wondering what they are doing right and what you are not? Here are three secrets of successful real estate agents who have their clients coming back to them again and again for successive transactions..
- They know how important it is to “wow” your clients
A good real estate agent knows that going the extra mile to “wow” your client is as important as ensuring that the client has a smooth sales and buying experience. The gift does not have to be extravagant or totally over-the-top, but it needs to convey the message that you appreciate their business and the chance you were given to work with them.
A personal touch also goes a long way. Gifting them a rare first-edition they’ve been trying to locate, a smart home gadget that you know they’ve had their eye on for a long time, taking them out for a special dinner to celebrate the purchase or sale, or simply ordering in pizza after a hectic moving day shows them that you are not there just for a business deal and you actually care about their happiness and comfort. Such small things go a long way in making sure that you come to the top of their mind the next time they are in need of a real estate agent. Just make sure that your gift does not break any rules laid down by your agency or the National Association of Realtors.
- They stay in regular touch with all their clients – old and new
Know the saying “Out of sight, out of mind”? It is there for a reason. Many real estate agents don’t bother to maintain a continuing relationship with the client after closing. However, successful real estate agents know that they have to put themselves out there and establish a personal bond with the client to be remembered when the right time comes. And that means sending personalized greetings on your client’s birthdays and anniversaries, getting together for the occasional coffee or drink, sending them invites to an exclusive event organized by your agency, shopping at their business establishment and so on.
Remember that no one likes to be around a person who is in self-promotional mode all the time. But you can always include a couple of notes on new business opportunities in the market that you think would be of interest to them in an email. Just make sure that you are not spamming their inbox with promotional mails all the time or they will soon start ignoring you.
- They utilize social media in the right way
Successful real estate agents have realized the importance of social media marketing to their business. Connecting with your clients on LinkedIn, Facebook, Pinterest or Twitter helps you stay in touch with your clients and share exciting news and updates with them. This also increases your chances of winning referral business from clients you’ve worked with in the past.
Kurt Jacobson is a surfing enthusiast with a background in real estate. Having moved 10 times in the past 7 years, he thrives on helping others learn from his experiences. When he's not out shredding waves he writes about rental homes for RentFinder.co.