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Promoting Relationship Building

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By John Voket

RISMEDIA, April 5, 2011—Any real estate professional will attest to the fact that going above and beyond for their clients is a simple way to keep them happy and ultimately keep them working with your agents. Here, Jamey and Tim Hodges, Co-owner and brokers of Weichert Realtors in Boone, North Carolina discuss how they use their small town to their advantage when keeping up with their clients.

Jamey and Tim Hodges
Co-owners/brokers
Weichert Realtors
Weber-Hodges Group
Boone, North Carolina

Region served: The High Country, which includes the northwestern mountains, Blowing Rock/Boone, N.C.
Years in real estate: Jamey, since 2004; Tim, since 2009
Number of offices: 1
Number of agents: 21
Best way to handle difficult customers: Tim: We advise our agents to be patient with their clients, as purchasing a home is a major life decision. They should also take the time to listen and be there for them throughout the process.

What strategies are most effective in terms of training?
Jamey Hodges: We do in-house training and a lot of webinars for new agents. We’re also big fans of role-playing, and we support a mentoring program, matching our most experienced agents with our new recruits.
Tim Hodges: We depend on our history of service—25 years—to make prospective agents comfortable in knowing that they are joining a seasoned team.

What is your best client retention strategy?
TH: The best way to achieve client retention is through promoting relationship building. We live and work in a small town, so we see our clients constantly. We work hard to build and maintain relationships for life—and it pays off in that we get most of our best referrals through long-term clients.

What fundamentals are essential to your company’s continued success?
TH: One fundamental that is essential to our success is the open line of communication we have with current and past clients.
JH: We do a lot of public relations through our various Chamber of Commerce memberships. Our agents also take the time to give back to the community that we serve through Habitat for Humanity and local food drives.

What advertising sources do you find valuable to remain a top performing player in your market?
JH: The Real Estate Book is one of our main sources of advertising. Since we are a vacation destination, people are really attracted to the magazines. Their small size makes them easy to pick up so that you can really look through it when you have time.

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