Guilty
Yeah, I’m guilty of this. Along with much of the marketing advice and how-to that’s out there I tend to talk a lot about attracting and converting prospects into clients. Definitely a necessary and critical part of business but here’s the thing…
Creating clients is only half the battle to increasing sales (insert old-school “Yo, Joe!” yell).
Quite frankly, the other half is arguably more important…
See, the 3 ways to increase your bottom-line results is three-fold:
- Increase the number of people you do business with
- Increase the amount of every transaction
And then the vital piece for “long-term sustainability” is:
- Increase repeat and referral business
With that being the case…
What happens after closing?
A lot of Realtors tend to focus more on transactions – they simply try to do more business with more people. Since you’re an Agent Genius you already know the benefits of continuing the relationship after closing:
- Happy clients come back to you
- Happy clients tell friends
- Happy clients give testimonials
- And so on
I really believe you’re in business not just to sell a home and collect a commission check. You want to do something worthwhile. To make a difference.
So, while you need a system to generate sales, you also need a system to create those longer, more profitable relationships (repeat sales and referrals).
What types of things should you be doing after closing to continue providing value to the relationship… and ensuring long-term success?
