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Build and Maintain a Real Estate Customer Base
Blog / Marketing / Sep 14, 2022 / Posted by Melanie Musson / 29

Build and Maintain a Real Estate Customer Base


A person’s home is at the heart of who they are and the memories they make. It’s more than just a necessary shelter; it’s a place to mold into a reflection of themselves.

Sometimes, they put literal blood, sweat, and tears into DIY home improvement projects turned ER visits, and other times they make a home theirs by simply placing the perfect doormat out front.

And real estate agents have the privilege of helping buyers find their perfect match and sellers realize their equity and prepare for settling into their next home. Of course, not every real estate agent is a good match for every customer, but there are things you can do as an agent to make you a better match for a broader list of clients.

Build Your Image as a Professional

Your image is essential, and maintaining your professional reputation is worth some investment. Therefore, you should dress professionally and speak clearly and understandably.

Even the kind of car you drive and how you take care of it with insurance coverage and regular maintenance can help build your brand.

Stay in Touch With Real Estate Customers

If you’re helping clients find a home, send them new listings as soon as they’re available. This prompt contact not only helps them by keeping them current on the housing possibilities but also shows them that they’re on your mind and that what they want matters to you.

It’s also essential to stay in touch with former customers because they’ll probably be ready to move again someday, even if it’s not for several years. So, host an annual party, deliver a small holiday gift, or send a personal note.

Give Home Buyers What They Want

If a prospective buyer gives you a budget, they probably spent a lot of time developing that budget to take charge of their finances. So, find them options within the budget. If having a view is a non-negotiable prerequisite, don’t send them links to listings without a view.

When you first meet a client, listen to what they say, ask clarifying questions, and try to get a feel for their style.

At the same time, if you’ve been in the business for a long time, you may understand that some customer requirements may not be as critical as others.

So, for example, if you have a customer who wants granite countertops, and you find a house perfect for them, except that it has laminate countertops, you can talk your client into rethinking their demands because counters can be replaced. And remodeling can help homeowners increase their property value and grow their equity.

Don’t Let Previous Customers Forget You

A lot of research has been done to prove that it’s more cost-effective to keep a customer than acquire a new one. In real estate, people often go years between moving homes, and maintaining contact with previous customers might feel pointless.

But, as you keep in contact with your previous clients, you’ll build a returning customer base worth your effort.

Consider hosting an annual BBQ during the summer. Make sure to have drawings, prizes, and great music, so people look forward to coming every year.

You might also consider sending a holiday card with a coffee gift certificate as an investment in keeping your customer base.

Putting Your Customers First Pays Off

From matching clients with houses, scheduling showings, and building long-term relationships, when you put your customers first, you’ll earn a loyal customer base that knows who to turn to the next time they want to jump into the real estate market.

About Author

Melanie Musson, a published insurance expert, is the fourth generation in her family to work in the insurance industry. Over the past two decades, she has gained in-depth knowledge of state-specific insurance laws and how insurance fits into every person’s life, from budgets to coverage levels. She specializes in autonomous technology, real estate, home security, consumer analyses, investing, digital security, and business finance.


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