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This can make or break your real estate career

September 9, 2010
by Scott Levitt ·  

Scott’s Thoughts: “So glad you kept in touch.”
The one simple thing that can make or break a real estate career.

“Remember there’s no such thing as a small act of kindness. Every act creates a ripple with no logical end.”
–Scott Adams (creator of Dilbert)

Recently, you probably came across an article, video clip, or moment in the world that reminded you of a past client. You probably haven’t spoken to them in a while. You might have found yourself reflecting briefly on the time you spent with them working on the sale. Then, as quick as it arrived, the recollection passed, and you went right back to stoking today’s fires to attract tomorrow’s buyers.

If you’re like most people, this happens a few times a month, sometimes more.

Now, imagine that instead of letting the moment fade away, you took five minutes to reach out to that long-ago client to let them know you were thinking of them. It didn’t take much– an email, a short voice mail message, a late afternoon phone call– just to catch up a little.

Do the math, and you’ll realize that even at a few times a month, you’d only have to spend a handful of hours a year to go above and beyond what many agents do to maintain a relationship with a past client. In the five minutes it takes to “wake” a sleeping client, you accomplish all of the following:

  • You let them know you’re still in real estate
  • You update your client database with fresh information about your client
  • You open up the door for new business or referrals

Do yourself a favor and listen to that nagging voice in your head that says, “I know I really SHOULD do this kind of stuff.” You’ll be surprised how glad people will be to hear from you, and they’ll be happy you kept in touch. Agents who succeed regardless of market conditions are experts at this type of relationship management.

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2 Responses to “This can make or break your real estate career”
  1. As an ex-realtor turned webmaster, I cannot fathom how many realtors fail to make even the slightest effort to “stay in touch” with past clients. Heck, most of them don’t even know how to set up a farm and work it.

  2. Bob Henley says:

    I like your advice and do this soprt of thing on a fregular basis. It HAS paid off in repeat business.

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