One reason why Homesale Realty is so effective is deep client relationships – and the benefits they bring.

According to the National Association of Realtors, more than 90% of customers surveyed said they would use their real estate agent again. They are even enthusiastic to recommend their agent to others soon after a transaction. However, only a small fraction actually ends up using the same agent more than once.

The sad reason why? They simply forget their old agent – name and all!

This effect costs real estate agents big opportunities for life-long transactions and referral business. After all, the lifetime value of any customer can be very high. Although most people go five years or more between home buys, every satisfied client may be able to send you one referral a year.

Social proof is enormously persuasive to home buyers and sellers. That's especially true when buyers enter the market for the first time ever. Family and friends are trusted sources of advice on which real estate agent to call.

So, how can you encourage those lasting relationships in a way that works for everybody?

Email marketing is a huge part of staying in touch in today's digital era. However, it can sometimes fade into the background in a busy world full of competing demands. Many agents want to build relationships creatively.

Here's how to do it:

• Get to Know Your Clients
  When you meet a new client, discuss their must-haves and deal-breakers early. This helps you connect them with properties that have real emotional resonance. When you know their basic drives – for example, good schools for the kids – it gives you the background knowledge to sustain a real relationship.
  
  
• Have a Follow-Up Schedule with Personal Touches
  Which follow-up schedule is right for you? One traditional approach is to follow up a week after closing, a month, a quarter, during the holidays, and on the anniversary day. Another is to check in once a month. Hand-written cards show that you're taking the time to put in plenty of effort.
  
  
• Give a Gift
  Of course, you want to be sure all your gifts are ethical. Still, there are fine ways to get this done. Many agents love to call in pizza or Chinese food for clients on moving day to give them one less hassle. A gift card is always appreciated, too, but a small, special trinket that represents your customers can help make a house a home.
  
  
• Send a Follow-Up Survey
  It might seem like a survey is the last thing customers want to deal with when they're in the middle of moving, but you'd be surprised. People love to know their voice is being heard and you care what they have to say. Keep your surveys brief and ask open-ended questions to learn how you can improve in the future.
  
  
• Use Text to Drive Conversations
  Text is becoming uniquely powerful as a way to converse with leads and customers. The average smartphone owner reads virtually every text they receive. By dashing off a quick message that ends with a question – even if it's something as simple as "How are you enjoying your new home?" – you are likely to get a prompt answer.

In a world where digital reigns supreme for real estate marketing, leaving a lasting impression still comes down to the personal touch. That means not only crafting online communications, but getting away from the computer to find opportunities for "quality time" with former clients, even if you're separated by hundreds of miles.

Contact BHHS Homesale Realty to learn more or get started.