How many of your real estate clients have used you before in a home sale? A survey* by the National Association of REALTORS® (NAR) said 89% of buyers would use their agent again or recommend their agent to others. Unfortunately, that number is much higher than clients who actually used the same agent again. This gap is ultimately a result of lack of follow-up, not staying in touch and poor client tracking on the part of real estate agents. Here are three ways to make sure your real estate clients choose you as their go-to agent for life.

1. Stay in touch with real estate clients. Too many agents close on the house and then disappear from their client’s radar. In other cases, a client may reach out to a former real estate agent and discover the agent has not updated his or her contact information. The easiest way to turn your clients into future business is to stay in their lives and make sure you are reachable.

A good way to do this is by sending out a monthly newsletter to past and present clients. Doug Breaker, CEO of HomeFinder.com, suggests appealing to their interests. For example, he suggests “Do you have DIY-loving customers who want to build a patio for their new home? Check out your favorite gardening, interior design or home improvement sites and forward any information that would appeal to their interests.”  Other ideas include sending a memorable closing gift or inviting clients to a party or event.

2. Be the educated resource for real estate clients. It’s likely that first-time homebuyers and sellers will have a number of questions regarding the intricacies of the real estate transaction. Being a trustworthy, educated resource for these clients will prompt them to come to you with future business. For example, if you have clients who are debating a move, providing them with positive updates on the local market could convince them to list their home.

Another way to become the go-to resource for your real estate clients is by keeping them up-to-date on community activities. Providing them with dates and times of seasonal festivals, maps of the best hiking trails, a list of restaurant recommendations or other neighborhood activities will not only help to boost the local economy, but will cement your status as a local authority. The more you know about your community, the more your clients will trust your judgment.

3. Use social media to connect with real estate clients. A great way to gain repeat business is by connecting with your clients on Facebook, Instagram, Twitter and LinkedIn. Millennials, who are the most active Facebook users, happen to be the largest group of homebuyers.

In order to create repeat business with social media, there are certain strategies you should consider. For example, streamline your presence on social networks by scheduling your Facebook posts, tweets or updates for a specific day and time during the week. This way, you know that your content and messaging are reaching your clients on a consistent basis. Adding some spontaneous posts can also be beneficial, just be sure that you are engaging with your new audience and reaching out to past clients as well.

Adapted from an article posted by McKissock Learning and RIS Media

*Source: https://www.nar.realtor/research-and-statistics/quick-real-estate-statistics

This material is meant for general illustration and/or informational purposes only. Although the information has been gathered from sources believed to be reliable, no representation is made as to its accuracy. The material is not intended to be relied upon as a statement of the law, and is not to be construed as legal, tax or investment advice. You are encouraged to consult your legal, tax or investment professional for specific advice. Not for reproduction.