Are You Making This Costly Mistake?


Are you making this costly mistake?If you’re like most real estate agents, you are looking for the next big sales opportunity. Once you’ve made a sale, you turn your efforts towards forging relationships and building trust with a new pool of people. Soon enough, you start to drift away from your past clients. All that hard work you put into building trust and rapport with your past clients fizzles away. They also move on with their lives and you become a distant memory. You’re no longer top-of-mind.

By the time you start thinking about lead generation again, you might feel a bit awkward contacting your old clients. The relationship has gotten cold and you now have to start from the beginning to warm it up.

The more effective approach is to build a reputation by having a large, high-quality client base that is constantly nurturing your existing network and refreshing your base with new people. To keep the relationship warm, find at least 4-6 reasons a year to be in contact with people. Familiarity breeds positive associations. Every contact you have with your network should remind them that you’re available to serve people wanting to buy or sell their home and that you have something of value to offer. Remember, your best prospects are your best past clients and other people that are just like them.

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  • Dal Sohal, Success Strategist for Real Estate Agents
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