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Today’s “Ask the Expert” column features Leila Chapman, the Vice President of Real Estate Sales for American Home Shield.

Q: Why is it crucial for real estate professionals—and their business partners—to close in on clients for life, keeping the lines of communication open even after a transaction has been completed?

A: Successful real estate professionals treat the deal’s close as the start of building long-term relationships with their clients. Instead of shaking hands and wishing clients good luck, they shake out every opportunity to stay in touch and to continue delivering service value.

These efforts can pay big dividends in future business. When clients have an ongoing relationship with their agent, they are more likely to return with repeat business, and more likely to refer their agent to family and friends. Staying in touch shows your clients that you care more about them and their welfare than about collecting a commission. That means there are even more reasons for them to be satisfied with their transaction, and satisfied with your service.

It’s vitally important that your business partners support your client relationships during every stage of the real estate transaction, including post-closing. That’s why the nation’s leading home warranty provider, American Home Shield, makes it a priority to help real estate professionals foster and further long-term client relationships by providing powerful tools and strategies for agents to use.

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