Whether you're technologically advanced or not, as a real estate agent, it's vital to prioritize your previous clients. In the bustling world of real estate, there are two ways you can generate business: constantly seeking new buyers and sellers, or leveraging your existing relationships with people who already know and trust you. Tapping into your existing business is the way to go. Surprisingly, many agents live from one paycheck to another, failing to stay connected with past sellers and neglecting follow-up calls.
While automatic follow-up systems can be helpful, they should never replace the personal touch of staying connected with your clients. It astonishes me how many agents get up to 80% of their business from their past clients the people they've served in the past.
This list offers a wealth of listing leads, buyer leads, and valuable referrals whether you capitalize on them or not. It's exhilarating! I implore you to make a firm decision right now and commit to demonstrating exceptional service and care for those who already know and have transacted with you.
This concept isn't new; it's similar to insurance agents receiving residuals every time a policyholder makes a premium payment. These agents gradually build a reliable stream of income by selling more policies. As real estate professionals, we have the same opportunity, but it manifests in the form of individual commission checks. However, it can be a constant and predictable source of income.
As a Real Estate Agent, It is Important to Always Maintain Contact With Past Clients
Maintaining contact with past clients is the key, but you'll need to establish a system to make it feasible. Remember, don't limit yourself to reaching out just once a year. Successful agents understand the importance of staying connected and aim for at least four yearly interactions. They send warm gestures like anniversary and holiday cards, as well as two other thoughtful mailers.
It's a simple yet powerful way to show you care, saying, "Are you doing well? Remember my face. If there's anything you need, let me know. And if you know of anyone planning to list a house, I'd appreciate a call." Establishing a minimum of four meaningful contacts a year is essential, and I strongly recommend including a personal phone call among them.
In addition, as part of your time management strategies, consider implementing the following techniques:
- Create a separate filing system for your specific farm
- Organize daily tasks into separate bins for yourself and your assistant, as well as future commitments and tasks requiring immediate attention
- Manage your taxes throughout the year by categorizing expenses in manila folders, so you don't need to stress about sorting them.
At the beginning of this section, I emphasized that the best time management techniques are meaningless without the right mindset. So take a moment to reflect and determine if you're truly committed to reaching your next level in the real estate industry. (By reading this blog, I already know you are!) Although I don't expect you to implement every piece of advice from this blog immediately, I do anticipate your willingness to make the necessary efforts to advance in your career. With that in mind, go over this chapter once more and select a few steps to put into action today as a real estate agent.
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