How To Never Lose A Past Clients Listing Again!

REALTOR® ListingMany times I will over hear one of my Real Estate Agents complaining to a colleague about a past client listing their home with another REALTOR®.

 

Understandably, they are pretty upset over this and don’t know what they did wrong not to keep the clients loyalty.

 

Once I have them in my office and have calmed them down a little, we go over what could have gone wrong and why they didn’t get the listing.  After the Agent explains their previous deal and the hours they worked together,  I offer them an alternative way of thinking about their business, so hopefully it wont happen again.

Most of the time in my experience, it is the Agents fault.  Yes that’s right, it’s the fault of the Agent or the REALTOR® , and not the client.

This situation occurred because of one of two things:
Competance and Care
Competence: – noun; possession of a required skill, knowledge qualification, or capacity.

The seller didn’t think you were the right person for the job based on your ability to get the house sold.  Perhaps they felt that you didn’t have enough experience.  Maybe they thought you left money on the table the last time you negotiated for them.  Or you don’t get back to them quickly or often enough when they call you.  All these are valid reasons why someone may choose not to work with you again.

BUT 9 TIMES OF OUT 10 IT IS BECAUSE THEY FEEL THAT YOU DO NOT CARE ENOUGH ABOUT THEM.

C.A.R.E – CONTACT AND RETAIN EVERYONE

I always ask the Agent the following.  “When was the last time you spoke to your clients?”  This is when I get many different answers from “last week” to “when I sold them the house”.  Obviously the first answer is much better than the second.

The reason that most people are not doing business with us again and again is because we are not showing them how much we appreciate them as a client.  In today’s instant gratification world, people need to know how much we care about them.  We need to remind them often, because when it is time to make a move, they will use someone who happens to appear right in front of them at that time.

The more you appreciate your clients and remind them how important they are to your business, the more loyal they will likely become.  If they are more than satisfied with your services then why would they ever go somewhere else?  Loyalty is earned it is not given or assumed.  Real Estate Agents forget this.  If we can put the onus on ourselves to stay in touch more, then we will have a much better ratio and a much better year!

YOU CAN’T WIN THEM ALL, SOMETIMES THEY ARE GOING TO USE SOMEONE ELSE.

This is just human nature.  You will not get every listing or sale, people can change their minds, but if we can stay top of mind the chances of this happening will be less and less.

This is just a fact of life.  We can never honestly know why we may not get every deal, but we can do our best to never let it happen again.

If you can continually grow your Database and have a good system for keeping in touch that you work daily, then there should be no reason why you can’t be hugely successful.  I want all of you to have an amazing year, and this is just a great way to make sure everyone does.

So get out there and Attack Your Database, get in touch with all your past clients again, start fresh if you have to.  Get a system in place where you work at it daily.  Go see your clients.  Take them out for Lunch.  Phone them, and write your Personal Notes.  If you can do this for an hour a day, each and every day, you will be on the path to great success and an amazing Real Estate Career!

Cheers!

MARTY GREEN

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