In a market such as the one in which we find ourselves today, agents need to have a rapport with their current clients to be able to work with them in achieving the highest possible sale or rental price for their property. They also need to look to past clients for future business.
Real estate is possibly the industry which most relies on referral and repeat business to ensure continued success.
How do we make sure that the clients and customers we deal with today will come back to us in the years ahead? The answer is relationship banking.
Think of the relationship that you have with a client as a bank account. To keep that client happy you need to ensure that there are always funds available in that account.
To do this, deposits must be made. Things like returning phone calls promptly, providing detailed feedback and going that extra mile for your client are all forms of deposits.
Once the account is in credit, you have built a rapport with the client and they should now trust you with the sale or management of their property. If necessary, you can now look to make withdrawals from the account. If you need to adjust the price, arrange an inspection after hours or if we make a mistake and leave the living room light on after an open house inspection, we possibly have enough credit to cover this.
While dealing with their vendor, an agent provided a comprehensive weekly report outlining how many inspections had taken place, what prospects there had been for the property so far, and what kind of prices these people were gravitating towards.
The agent also made regular contact with the vendors to make sure they were satisfied with the job he was doing. After their property had been on the market for six weeks without having any offers that met the vendors
December 15, 2009
A thoughtful article, well written. Thanks for sharing