How To Build Lasting Relationships with your Clients

Did you know that 87% of real estate agents will not last five years in the business? That’s a tough number. That means 9 out of every 10 real estate agents will have quit by the five-year mark. Why’s that? The main factor has to do with the overall success rate of any business, which stands at a 75% failure rate at the two-year mark and a 90% failure rate at the four-year mark. For new agents, these stats may sound disheartening.

However, for agents determined to succeed, their focus must be on the 10% who survive and thrive, and who go on to build successful businesses that stand the test of time. So, how do they do it? No matter what business you are in, client relations is where every business rises and falls. If you can make your clients happy, they will keep coming back and referring other clients to you. In this post, we highlight how you can build client relationships before, during and after a sale.

Before

Prospecting is where most real estate agents will spend their time. Wherever you go, you will always be prospecting. But, prospecting does not always mean making sales pitches. No one likes to be sold at first contact. To cultivate your clients before the sale, focus on creating a passive awareness of what you do and the value you offer. For instance, you could wear a badge with your real estate company logo. You could also invest in building online awareness through blog posts, newsletters, and social media posts. At this stage, you want your prospects to know you exist so that when they are ready to make a sale, they think of your first.

During

You have managed to convert a lead into a client, and you are in the process of making a sale, how do you build this relationship? Start by respecting your client’s time. Arrive for meetings on time and always wind them up on time. Next, when you arrive for meetings, arrive dressed for the part. Even though the client may be a neighbor or someone you are familiar with, show your professionalism by arriving dressed for business. As you transact, zoom in on your client’s comments and desires. They may not be part of the scope of the contract, but if you can meet these extra needs, you will have a client for life. Finally, be patient. No matter how slowly you feel the client is moving, maintain patience and professionalism by empathizing with what they must be going through, especially if they are first-time buyers.

After

The sale is complete, and the keys have been handed over, hooray! But, your work as the realtor of record is not over. There remain some client relationship building opportunities after the sale. Send a postcard and a housewarming gift to your client. Add them to your new buyers’ email list and send them helpful information relevant to them. Remember them during holidays and special occasions like birthdays. These tactics ensure the client remembers you and hopefully recommends you to their friends and family when the opportunity arises.

Conclusion

Real estate is a relational business. If you cannot build solid relationships with prospects, leads, and clients, you will struggle to grow your business. Invest time in fine-tuning these tactics and learning others so that you can grow your skills as a relational seller.