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How to Nurture the Client Relationship

client relationshipIt should be a top priority for realtors to nurture every client relationship they enter into. After all, so much time, money and effort go into finding these clients. Arguably, this is one of the most important ways for a realtor to market themselves. Referrals go a long way in the real estate world and satisfied clients will be happy to share your information with their community. Try some of these strategies to cultivate a client relationship that is beneficial to all parties.

Set Clear Boundaries and Expectations

The very first step in nurturing the client relationship is to set up clear expectations and boundaries with one another. This part of may not be very fun and may even seem counterintuitive, however, it is very important.

Before working with a client, you should have a conversation that allows them to know what they can expect from you. Do not over-promise and under deliver. Also, don’t disregard your personal needs and space to try to make the clients happy.

Although this conversation may be uncomfortable to have, it will allow all parties to know what to expect out of the relationship. This will leave less of an opportunity for disappointments down the line.

Be a Valuable Resource for All Things Real Estate

The more value you bring to a client throughout the home buying and selling process, the more likely they are to refer you to friends, family, and colleagues. Make your presence known more often than just during showings. Be consistent with follow-ups and be ready to provide assistance where needed.

Here are some resources you can provide to clients:

  • Market Analysis
  • Lending
  • A strong network of professionals to assist them throughout the process.
    • An inside sales agent to nurture leads until they are ready to buy.
    • Stagers
    • Professional Photographers
    • Painters
    • Handymen

Don’t Disappear After Closing

According to the National Association of Realtors, 91% of agents never contact their clients again after closing. This is a huge mistake. Don’t consider your job done once the closing papers have been signed. In fact, it could be considered unethical to completely cut off contact once you’ve received your closing check.

Every agent should perform a 7 day and 30 pay post-closing check-in. You can make sure the client doesn’t have any unresolved needs. During this time homeowners are in their new home honeymoon phase. Utilize this opportunity to ask them to share your information with their personal network.

Maintain a Client Relationship for Future Business

According to the 2017 National Association of Realtors Profile of Homebuyers and Sellers, 67% of sellers stated that they would work with the same agent again. However, only 23% actually used the same agent they previously worked with to buy or sell their home. Clearly, there is a market of sellers and buyers who are being neglected

Ways to Keep in Touch After Closing:

  • Monthly Email Newsletter
  • Social Media
  • Personal Contacts- Make an effort to reach out with a handwritten note with something that is personal to them.

It is critical to referral business to develop and maintain a strong client relationship. It is a way to market yourself in the community and develop a reputation of being a knowledgeable professional who is also a joy to work with. Take the opportunity to create satisfied clients who will be effortlessly talking about your service and become repeat business.

Alicia Hupprich

Author Alicia Hupprich

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