Closing is a misleading term for real estate agents.
Sure, the transaction has finalized, but your relationship with your customers shouldn’t.
Why? Because referrals and repeat customers are a big part of your real estate success.
And closing is the perfect opportunity to plant the seeds of future business.
So, before you shift your focus to your next customer, do these 5 things to set yourself up for more closings.
1. Ask for Reviews
The best time to ask for a review is right after closing.
If you took good care of them throughout the transaction, they are happy. And they won’t mind helping you out with a review.
At this time the experience will be fresh in their minds. They can use specific details to boost your reputation. That always reflects on you better than if they plainly say “Joe is a great real estate agent”.
Reviews are a powerful tool for Realtors. That’s why it’s important to get the most accurate review from a client right after closing.
2. Show Your Appreciation
Showing your appreciation is a great way to make an emotional connection with your customers.
Because most people don’t expect it. After closing, you get paid, and technically your job is done. They don’t expect to hear from you.
But being thoughtful is a sincere gesture that will go a long way with them.
You can write a personal note thanking them for their business. Or you can buy them a housewarming gift.
It doesn’t have to be anything fancy. It’s the thought that counts.
3. Ask for Referrals
After closing, satisfied buyers and sellers are on a natural high. So much so that they are happy to help you.
The problem is they aren’t aware that they can help you right away with referrals. You need to ask for them.
With all of their emotions still on their mind, it’s easier for them to think of someone who may be going through a similar situation and thinking about buying or selling.
For example, if you just helped a growing family upgrade to a larger home, they may think of another family who has similar needs.
4. Stay in Touch
There is an appalling statistic that some 70 percent of customers forget the name of their real estate agent after one year.
Shocking, isn’t it?
You need to constantly stay in touch with all of your past customers unless you want to be a contributing part of that statistic.
The problem is not having a plan for this.
It’s easy to tell yourself that you’re going to stay in touch regardless of what you read. But you’re going to get busy. Life happens. And sometimes you just forget.
And by the time you remember, it’s been so long that it’s too awkward to call them and just “check in”.
The best way to avoid a situation like that is to plan ahead. Come up with a tentative plan that includes timeframes for staying in touch.
You can call every couple of weeks, send them cards every few months, or do whatever you think is appropriate to remind them that you’re ready to assist them whenever they need.
5. Continue to Help
Staying in touch won’t benefit you if all you’re doing is asking for more business.
You have to offer genuine help, without expecting anything in return. That will get you more business than downright asking for it.
When you touch base with a past client, find out how things are going. See if they need any help around the house.
I’m not suggesting that you go and mow their lawn yourself, but you may have great recommendations for lawn services if they need it, for example.
If they are new to the area, tell them about your favorite restaurants and things to do around town.
By continuing to help them without expecting anything in return, they will remember your sincerity and will be eager to send their friends your way.
For average agents, it all ends at the close. For great agents, it all starts at the close.