Real estate is a business that ebbs and flows.
Unlike other commodities, which consumers might buy daily, weekly or monthly, real estate transactions don’t always happen as frequently.
The average homeowner purchases a new home around every seven years.
This is why real estate success lies in reaching new customers all the time.
But it’s also about making lasting connections with current customers so they will become repeat customers one day.
Not only do these connections increase the likelihood that past customers will work with you again, but it also improves the chances that they will refer their friends and colleagues to you.
Here are a few ways you can nurture the relationships you have with past clients to ensure they will be repeat clients in the future.
1. Stay Connected –
Sometimes timing is everything when it comes to real estate.
Let’s say you work with a client who buys a new home and is very satisfied.
But several years pass and he or she doesn’t hear from you. If another real estate professional comes along right at the time he is looking to buy or sell, they might get the client.
A way to avoid being forgotten is to be unforgettable.
Stay connected with your past clients through multiple channels.
If they are on Facebook or Twitter, connect that way.You might want to reference our other post on “Social Media Secrets Revealed: Realtors Get More Customers With Social Media”
Send holiday or birthday cards.
If you know that they are experiencing a life milestone, pick up the phone and call them.
These little things really do become the big things when trying to turn past customers into repeat customers.
2. Keep the Conversation Going –
When you are trying to build relationships with your past and current clients, remember that you can drive the conversation and it doesn’t have to be about real estate.
In fact, consumers appreciate when you aren’t constantly trying to sell to them.
Find out what types of things they are interested in and communicate accordingly.
Use social media or email to share information.
This will keep you at the forefront of their mind no matter how much time has passed since working together.
3. Listen and Proceed
A good realtor will always be listening for the opportunity to help a client.
Maybe your past client is complaining on Facebook about how big the house feels since his last child left the nest.
This might be a great time to suggest downsizing. Have a past client who is expecting a child?
This is a perfect opportunity to suggest looking at larger houses. Perhaps a client you worked with in the past tweets about what a great time he had on a recent vacation and is considering buying a vacation home.
When you have taken the time to foster a relationship, it will be a natural entry for you to suggest how your services can help!
Finally, don’t forget to follow up with customers after each sale.
Make time to say thank you for their business.
Going the extra mile will set you apart from the competition and give your past customers a reason to become repeat customers.
Let us know if you have any questions, we are always here to help.
A career in real estate allows you to leverage your potential in a way that no other industry or field can. If you’d like to learn more about a career with Big Block Realty, we’d love to hear from you!
Oliver, Sam, Spencer and
The Big Block Realty Family
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