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One of the biggest opportunities agents miss is what happens after the deal is done. Many assume the relationship ends at settlement. In reality, that moment should mark the beginning, writes Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.
Both the buyer and the seller now have direct experience with your brand. How you continue the relationship from this point forward will determine whether they become repeat clients, referrers, or simply a missed connection.
Stop thinking transactionally
Too often, agents view the sale as the end of the journey. But top agents know it’s the start of something longer term.
Instead of asking, “What’s next for me?” shift the focus to, “How can I continue to support this client?”
Building trust and staying present in their property journey helps position you as the go-to agent for the future.
Turn every client into a brand advocate
The buyer and the seller are now part of your network. When the experience is handled well, they can become:
- Advocates for your business.
- Sources of future referrals.
- Potential repeat clients when they sell, invest, or upgrade.
These people become your brand ambassadors in the community. But only if you stay connected and relevant after the handover.
Build follow-up into your process
A simple way to stay top of mind is to schedule a six-month price update with the buyer during the pre-settlement inspection.
This shows that you’re invested in their long-term property goals, not just the sale.
It also helps build a steady pipeline. If you sell 50 properties in a year and book in 50 follow-up updates, that’s 50 market conversations already in place for the year ahead.
The best agents understand that the most valuable relationships are built after the paperwork is done.
When you follow up with purpose, offer value, and stay visible in people’s lives, you turn a single transaction into lasting brand loyalty.
Don’t treat the sale as the end. Treat it as your next opportunity.
Adrian Bo is the CEO of Adrian Bo Real Estate Training & Auctions.
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