For any real estate agent, getting to the closing table means we’ve done our job. We’ve guided our clients through the real estate process, helped them find perfect home, negotiated the best deal and ensured all the T’s are crossed so everything goes off without a hitch. The truth is though, getting to the closing table doesn’t mean our job is over. Real estate is about relationships. And if we want to drive repeat business and referrals, the relationships we build with clients can’t end when the deal is signed.
So, how do you foster client relationships after you close? Here’s our list of the top 5 things you should do with every client.
1.Say Thank You
Thank you is one of the most powerful phrases in the English language. For sales professionals – it should be a regular part of your day. After you’ve finished working with a client, send a personal thank-you note or drop off a closing gift. It shows you’re sincere and care about more than your commission.
2.Connect Clients with Your Trusted Service Pros
Buying a home is just the first step. New owners need a long list of home service pros and local businesses make their house a home and help them get settled in their neighborhood. Share with clients your list of trusted vendors – like movers, landscapers and painters – and your favorite local restaurants, hang outs and attractions.
3. Ask for a Review or Testimonial
Honest feedback from recent clients is the best way to understand why clients love working with you, and what improvements will take your business to the next level. Send clients a short feedback survey after you close and ask if they’d be willing to provide a testimonial or write a review.
4. Let Clients know you Love Referrals
As a real estate agent, referrals from past clients can provide a steady stream of highly-qualified leads. Referrals decrease your marketing costs, minimize prospecting time and improve your time to close. But don’t assume that referrals will just come your way – you should be actively engaging with your referral network. Let past clients know referrals are the backbone of your business, highlight the type of client you like working with and ask if they know anyone looking to buy or sell that fits this profile. For example, during a check-in call with a past client, you could say “I’m really glad to hear you’re enjoying your new home. I love to helpling first-time home buyers find the perfect property, and I was wondering if you have any friends or family looking at buying their first home that I could contact?” If you’ve done your job – you don’t need to be afraid of asking for referrals.
5. Plan to Stay in Touch
If you want to increase repeat clients and referrals, you’ll need to stay in touch with clients after you close. Create a communications roadmap to stay top of mind – this could include a follow up call 1 month after move-in date, monthly email newsletter to past clients with market updates, and holiday cards.
How do you stay relevant and top of mind with past clients?
With ClientLinkt real estate agents & offices can share their list of trusted home service providers and local businesses with clients via their own custom-branded mobile app – helping them to increase client value, stay top of mind & drive referrals.