10 Ways to Build Long-Term Client Relationships

10 Ways to Build Long-Term Client Relationships

RECBL - Real Estate News

Successful real estate professionals know the importance of building the kind of long-term client relationships that lead to repeat and referral business.

In addition to bringing in more listings and closings, long-term client relationships can be personally rewarding and fulfilling. Here are 10 ways to help build lasting real estate connections:

1. 'Go The Extra Mile': To build a strong relationship foundation, always strive to exceed your client's expectations. Providing 'service excellence' means cheerfully and routinely going above and beyond your role as a real estate professional. Clients will remember your efforts and want to do business with you again.

2. Pay attention to details. Remember if a client said they like hardwood floors, or if a short work commute is important to them. Pick up the newspaper from the driveway or bring in the mail when you visit their home. Remember pets’ names, and show a sincere interest in their family. Noticing the small things will signal to clients that you want to build a relationship with them.

3. Share your expertise. Clients look to you for expert real estate advice, and they depend on you for guidance. Don’t assume they already know everything about real estate transactions. Encourage them to ask questions at every step along the way, and be ready to provide accurate, succinct, and honest answers. Stay up-to-date on industry news and trends, as well as community and neighborhood issues and information.

4. Be available. Return calls and messages promptly, and plan your schedule around theirs as much as possible. Encourage them to contact you anytime if they have any questions or concerns.

5. Communicate, communicate, communicate! Touch base frequently with clients, even if you don’t have any news or updates. You never want clients to feel that you’ve forgotten about them, or that they aren’t a top priority for you. Always let them know what steps you are taking on their behalf, or what plans you have.

6. Help clients set realistic expectations. If you don’t think you can get a certain asking price for a listing or find a suitable new home for your clients within a certain period of time, say so. It’s better to set attainable goals on the front end than to fall short and disappoint clients down the road.

7. Service Provider Standards: Choose service providers who reflect your professional and service standards. Clients will likely see service providers as an extension of you, so make sure to align yourself with dependable, reliable, and reputable people and companies.

8. Ask for the business. Tell your clients that you want to work with them again, and that you’d like to serve their family and friends, too. Give them some of your business cards and marketing materials to share.

9. Show clients you care about them even after the deal closes. One way you can do this is by offering home warranty coverage. A home warranty can help enhance relationships through smoother transactions, comprehensive coverage, and service excellence and value that continues long after the transaction is done. New homeowners appreciate the protection and reassurance that a home warranty brings, which strengthens their relationship with you.

10. Stay in touch. In addition to holiday messages and sharing industry news, make sure to drop a personal note or email to past clients periodically. Better yet, drop by and see them in person when time permits. Let them know that you consider them to be friends as well as clients.

Source: HSA Home Warranty

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Advice From a Master

Advice From a Master - By J'aime Nowak, Buffini & Company  

Way back in 1996, I was finding my way in the world. Newly licensed in real estate, I was terrified and excited. I was also broke, in debt and thrilled to receive my first pager. It feels like yesterday, only today I’m very different. My lessons and experiences, my research and circumstances, my failures more than my successes, have gotten me closer to the person I’m capable of being, and I’m not close to done. Here are a few key lessons I’ve found as truth along way...

The good life takes hard work, grit and hustle.
Passively waiting for leads to call is not the way to build a fundamentally sound and lasting business. The great thing about this principle is that we each have control over our daily activities and attitude, and these choices directly impact the prosperity of our business. There is power and promise in that. When I’m anxious or frustrated that I’m not achieving my goals fast enough, I’ve learned that positive action in any area creates momentum, feelings of empowerment and eventually, results! The bottom line? Real estate rewards action.

Lasting success is built on good habits practiced consistently over time.
Many years ago, as I was preparing to cross North America teaching folks how to build their business by referral (a system Id implemented with great success as a broker myself), Brian Buffini gave me some excellent advice. He told me to be "violent in my routines." "Violent?" I said. "That’s a bit extreme, isn’t it?" "Not at all," he said. "It’s the difference between success and failure in all that we do. If you major in the minors of life and business, you won’t go very far."

We all know this, but many times, we behave very differently. We get caught up in stuff that doesn’t really matter. I paid attention to what my mentor shared with me. I answered the question: What are the things that really matter? I made the list. My health and wellbeing, my family and relationships, and doing good work that helps people were at the top of my list. What time and activities did I need to devote to this list? If we are intentional on where we focus our time and energy, then our priorities won’t become casualties.

While in pursuit of the good life, expect adversity.
No matter the challenge or circumstance, don’t give up. I’ve found that some of my greatest blessings have come from my biggest adversities. You never know how close you are to that next blessing, that next victory. Keep moving one step forward even if you’re thrown two steps back; there is always hope. You are stronger than you think.

Gratitude is the way to happiness.
I start every day with "Thank You." Even on my roughest days, I find my list of blessings is too long to get through. It’s easy to fall into "Facebook envy." We look at peoples carefully curated posts, thinking they have everything in order, and compare ourselves. Realize that what you see isn’t the whole story! It’s the one made for the public.

Relationships are the pulse of life and business.
These crucial connections are the lifeblood of our business, the strength of our families and the fabric of our lives. We must invest time and energy in them so they blossom and grow. One of the best ways to serve your clients is to get to know them better. To help, we’ve created a free resource for you, The Client Connection List.

As I look back at over 20 years in the real estate business-first as an agent, then as a broker and now as trainer-these lessons have been rich and painful, sobering and beautiful. I hope you took a few nuggets from what I’ve shared and I invite you to take stock of what you’ve learned over the last five, 10 or 20 years. I promise, it’ll be staggering.

And now, let us look forward to the next decade with hope and ambition, dedication to the right things and people, and a powerful vision of all we want to do and become. Forge ahead with the conviction that no matter the mistakes, success and lessons lie ahead.

For more information, please visit www.buffiniandcompany.com.




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