Maintaining Client Relationships in Real Estate

The first impression you make with a client will stick with them.

“It starts by understanding why your customers are buying or selling real estate. Is it as a primary home, their first investment or perhaps part of a larger property strategy?,” said Jason Bradshaw, a keynote speaker, expert and author. “Understanding this empowers you to provide meaningful information to reassure the property owner of their decision.”

Bradshaw suggests providing information that can help specific buyers, such as home maintenance tips or ways to save on home improvement for new buyers.

“Any time you are faced with customers who have worries or fears, the three steps are to understand the worry or fear, provide meaningful information to remove or reduce the worry or fear and finally demonstrate that you are on the journey with them, dedicated to helping them be successful,” he added.

While the market has begun cooling from the frenzy that came during the pandemic, there has been some concerns that it will switch from a seller’s market to a buyer’s market.

“The Realtors® that will thrive during a market downturn will understand that the more they can help clients achieve both short-term and long-term success, the more they will be valued by customers and gain referrals,” said Bradshaw. “I’d encourage you to develop a range of resources that seek to inform and calm your clients. One resource could talk about the 10-year trend of real estate in their market and demonstrate that while real estate has cycles over a length of time, such as 10 years, it remains a sound investment.”

Bradshaw encourages Realtors® to prioritize relationships over transactions. “The more you can focus on delivering value and being the trusted source of information, the greater the relationship you will have with customers and the less likely the customer is to seek assistance elsewhere.”