Every successful real estate agent understands the importance of personal relationships. Real estate is far from a transactional business. Instead, it’s an industry that thrives on personal connections.
From a potential buyer's first inquiry to the post-sale follow-up, an agent's ability to connect with their clients can make or break their career. Let’s take a look at the benefits of keeping up with clients before, during, and after a deal closes.
Pre-Sale Communication: Setting the Stage for Personal Connections
Clients may not always be ready to make a move the moment they first contact you. It’s your job to show you’re committed to the long term.
You can do this by sending them occasional market updates, updates about community events, or even home maintenance tips. Remembering birthdays or anniversaries, acknowledging personal milestones, or even a simple check-in can help make potential clients feel valued and understood.
Then, when they're ready to buy or sell, you'll be the first person they come to. Regular communication helps you stay top of mind and also presents you as an expert in your field — someone a seller or buyer can trust.
In the Thick of It: Staying Engaged and Building Trust During the Transaction
Now that you're in the thick of the transaction, consistency is key. It's not just about updating clients on the progress of the sale, but about showing them that you're with them every step of the way. Here are some ways to do that:
Address concerns promptly
Offer reassurance during uncertain times
Demonstrate that their priorities are your priorities
The main benefit of great communication during this period is the chance to get repeat business or referrals in the future. If your client feels like you're doing a good job, they'll want to work with you again — and recommend you to their friends.
After the Deal is Done: The Importance of Nurturing Long-Term Relationships
The final papers have been signed, and the deal is done. But that doesn't mean your relationship should end. Having good communication can lead to repeated business as well as referrals.
According to the 2022 National Association of Realtors Profile of Home Buyers and Sellers, 12% of home buyers used an agent they had worked with in the past, and 39% of sellers used the same agent for both buying and selling their home. If you want to be a part of this number, staying in touch with clients is key. Otherwise, they may forget what a good job you did and find someone else.
Even if your client never buys or sells a home again, staying in touch can help you win more real estate listings. The NAR report goes on to say:
The average seller recommended their agent once post-sale, but 27% did so four or more times.
A whopping 85% stated they would definitely or probably recommend their agent for future services.
Tips for Keeping in Touch After the Close
The process of staying in touch doesn’t have to be overly complicated. Try these simple strategies:
Regular check-ins: A simple "How are you?" can go a long way. Whether it's a call, an email, or even a handwritten note, show them you remember and care.
Provide value: Offer updates on market trends or home maintenance tips. Be their ongoing resource, even when there isn't a sale on the horizon.
Celebrate milestones: Remember important dates like the anniversary of their home purchase. Celebrating these moments can strengthen your bond.
Social media engagement: Use platforms like Facebook and Instagram to engage with past clients. Don't just promote your business. Instead, be sure to share stories, ask for updates, and engage with your followers.
Events and gatherings: Consider hosting annual get-togethers or workshops. It’s a great way to reconnect and remind clients that you're there for them, no matter what.
Charting Your Path to Real Estate Success
Real estate is not just about property, it's about people. The relationships you cultivate today can shape the trajectory of your career for years to come. The art of maintaining connections, from that initial interaction to post-sale and beyond, can be the distinguishing factor that sets you apart in this industry.
If you’re considering a career in real estate, you’ll want to start with a solid foundation. Aceable's online pre-licensing real estate courses equip you with the knowledge and skills you need to make every client relationship count.
Take the first step towards a fulfilling career. Enroll today!