Many times I will over hear realtors complaining to a colleague about a past client listing their home with another realtor. Understandably, they are pretty upset over this and don’t know what they did wrong not to keep the clients loyalty.
This situation occurred because of one of two things:
COMPETENCE. The seller didn’t think you were the right person for the job based on your ability to get the house sold. Perhaps they felt that you didn’t have enough experience. Or you don’t get back to them quickly or often enough when they call you. All these are valid reasons why someone may choose not to work with you again.
BUT 9 TIMES OF OUT 10 IT IS BECAUSE THEY FEEL THAT YOU DO NOT CARE ENOUGH ABOUT THEM.
C.A.R.E (CONTACT AND RETAIN EVERYONE). The reason that most people are not doing business with us again and again is because we are not showing them how much we appreciate them as a client. In today’s instant gratification world, people need to know how much we care about them. We need to remind them often, because when it is time to make a move, they will use someone who happens to appear right in front of them at that time. The more you appreciate your clients and remind them how important they are to your business, the more loyal they will likely become. If they are more than satisfied with your services then why would they ever go somewhere else? Loyalty is earned it is not given or assumed.
You can’t win them all; sometimes they are going to use someone else. You will not get every listing or sale, people can change their minds, but if we can stay top of mind the chances of this happening will be less and less. So get out there, get in touch with all your past clients again, start fresh if you have to. Get a system in place where you work at it daily. Go see your clients. Take them out for Lunch. Phone them, and write your personal notes.
If you can do this for an hour a day, each and every day, you will be on the path to great success and an amazing Real Estate Career!!!