As a real estate professional, you are your brand, and your clients are your business. So establishing and maintaining relationships with past, present and future clients is key to your long-term success. And while it may be easier to keep an existing client than to find a new one, there is constant turnover in the real estate industry. You will always need to acquire new clients, but with established professional relationships, you’re more likely to garner those in-demand referrals, too.
Start by getting to know your clients. Look past their home-buying needs and get to know their personalities, birthdays, family members, and hobbies. Show genuine interest in developing relationships with them, just as you would with new friends, but do maintain professional boundaries. Because most business is conducted online and over the phone, it’s important to remind people that you are a real person, you have interests, and you know theirs. Consider using customer relationship management software (CRM) to keep track of all the details so you never miss a milestone.
Maintain a constant dialogue with your clients, even if it’s only once every other month. If you can’t meet in person, ensure that they see your face on a regular—but not bothersome—basis. Send them branded print marketing materials of value, such as general home design tips and real estate advice. This ensures that you’ll stay relevant in your clients’ lives, even when they don’t have immediate buying or selling needs.