It is important for agents to maintain strong relationships with their clients, both before and after closing a deal.
When helping a client buy or sell a home, you are communicating in a very specific, special way with them. They are letting you in to an important part of their life and putting their trust in you to help them get the best deal they can. Agents and clients have certain types of relationships with one another because you have to maintain a certain amount of rapport, both before and after a deal closes:
1. Always follow up.
If you are not constantly communicating with your client, they may feel as if they are not a priority. It is important to always follow up to see how they are doing – during the sale process and after it has gone through.
2. Keep in touch after the sale.
Maintaining a relationship with your client, even after a deal has been made, is an important part of keeping loyal customers and gaining new referrals. If you maintain positive communication with your clients, they will be more likely to recommend you to friends and family.
3. Don’t be too pushy.
While it is necessary to keep in contact in order to maintain a level of trust and acknowledgement, your clients will not appreciate it if you are bothering them all the time. It is okay to send them a client newsletter if they agree to it, or the occasional holiday email, but constantly asking for referrals or reviews will start to seem demanding and overall unprofessional.
4. Remain professional.
Piggy-backing off of the last point, always keep a businesslike persona. Yes, you may become close with some of your clients, but it is important to remember that they are still your clients – sending a grateful email to your loyal clients during the holiday season to thank them for their contribution to your company is acceptable, but going out for drinks to celebrate is not.