It is easy to believe your role in a sale is over once the ink on the contract has dried, but staying in touch with vendors can result in repeat clients and great referrals. We explore the ways you can maintain contact with your clients.
1. Offer post-sale services
Everyone loves a free service. When a vendor is going through the stressful process of setting up their new home, something to help them settle in will likely be welcome.
LJ Hooker CEO Grant Harrod says research conducted by the agency shows vendors are open to an ongoing relationship with their agents. LJ Hooker is acting on this finding and is offering personalised services to vendors after the sale.
“We have a platform called LJ Hooker Assist which is around concierge-type services, helping people connect their properties, helping them insure their properties,” Mr Harrod said.
Recommendations for services in the area is a relatively easy thing for your office to set up and it can take a lot of the hassle out of the purchase for buyers. It will also give you an excuse to maintain contact with them after the sale.
2. Organise events
A great way to interact with your vendors in a more casual setting is by organising events. Author, mentor and speaker Christina Guidotti was particularly impressed with an agent who sold her a home earlier this year and subsequently contacted her several times in the following months to invite her to both a community event and an office event.
Taking part in community events, or even hosting an event at your office, will keep you in a client’s mind and help you connect with them on a more personal level.
3. Just do it
You’ve offered all your post-sale services and it’s several anniversaries on and you’re looking for a reason to call. The best thing to remember at this point is you’ve got more to gain from calling. You never know when a client might be ready to sell. Real estate coach Josh Phegan says you need to see past the call being ‘kind of awkward and weird’ and understand that it’s the agents who maintain these relationships that get the ongoing business.