You’ve spent months helping a client find their dream home. The papers are signed and you hand them the key. Your job is complete! So what’s next? Many REALTORS® just fade off into obscurity, but you’re not like most REALTORS®. You know that this is a terrible waste of your time and a huge potential loss of profits — especially when it’s so easy to turn a satisfied client into a lifetime client. Here’s how.
1. Send a closing gift. It doesn’t have to be huge but showing your gratitude is a great way to keep the “after closing” relationship going.
2. Be their resource. We’re not just talking real estate, we’re talking about homeownership. You sell houses every day, but your clients might be settling into their first home. You have a network of connections and trustworthy resources, don’t be afraid to leverage them on your client’s behalf.
3. Make an impact. When you send any of your marketing you need to make sure you’re including a strong, simple, and timely “call to action.” Don’t end with something weak like “Hope to hear from you soon.” Instead try something like “Take this opportunity to find out what your home is worth by visiting my open house on March 11 at 9291 Cody Street.”
4. Invite them to an open house in their area. Even if they’re not in the market to buy, they may simply want to compare houses in the area with their own. Plus, you never know whether they have any friends who might be looking.
5. Call them occasionally. People like it when you check in from time to time, but don’t be eager for a sale. Just make sure they’re home is still meeting their needs.
Add them to your holiday contact list. The holidays are a great time of year to strengthen a relationship. Don’t be afraid to send them a warm “Season’s Greetings” card.
Remember, the golden rule of client follow-up is simple, “stay in touch.”
Sarcasm can be a very effective way to acquire friends,
followers, and an audience — for a comedian. But, what about a REALTOR®? In the
past most coaches would probably tell you that it’s best to leave those
sarcastic quips at home and not bring them to the workplace. Yet, this could be
totally wrong! Apparently, sarcasm doesn’t just make you happy, it can also
make you more creative and successful.
Turns out sarcasm is a pretty effective mental workout,
and according to the study, The Highest Form of Intelligence: Sarcasm Increases
Creativity Through Abstract Thinking for Both Expressers and Recipients, “To
create or decode sarcasm, both the expressers and recipients of sarcasm need to
overcome the contradiction (i.e., psychological distance) between the literal
and actual meanings of the sarcastic expressions. This is a process that
activates and is facilitated by abstraction, which in turn promotes creative
The report concluded “Those in the sarcasm conditions
subsequently performed better on creativity tasks than those in the sincere
conditions or the control condition. This suggests that sarcasm has the
potential to catalyze creativity in everyone.” So, perhaps it’s OK to let the
snide-but-hilarious slings fly from time-to-time. Science has proved it!
But be warned! You should not use sarcasm
in new relationships as it’s an easy way to burn bridges and sour people’s
moods. For sarcasm to be successful, the relationship needs to be built on a
fair amount of trust so that sarcasm is not offensive, but amusing. After all,
real estate is an industry of relationships and building trust is key.