John Bendall owner of Re/Max Classic Group recommends making Clients for Life

I have always warned agents against making the Real Estate transaction a race to the closing table and to view each client as a potential client for life.  I know that many of you can attest to the fact that creating a client for life can be invaluable to your referral business.  It does take some extra effort that may seem to take too much time, but the payoff is exponential.  You need to switch your mindset from quantity to quality, think about long term goals in addition to your short term goals.  The following are a couple of tips to help you achieve these ends.

Tip #1: Be proactive; envision successful long-term relationships with each and every client.

How do you view your client relationships? Do you focus on that one large sale? Do you look at them as a lifelong customer? How you see this relationship can directly impact how you overcome objections. How you overcome objections directly impacts how successful you become!

- Are your needs the same as the clients’ needs?

Tip #2: Don’t begin the sales process with what you think the customer wants.

Eliminate your preconceived ideas about the client’s needs, as difficult as it may be. Of course you must do your research and learn about marketplace trends, however, nothing is more important than listening and I mean listening ‘hard’! Really dig in to determine if there is a difference between what the customer wants and what you think they want. This is important no matter how well you know your business, or how long you have been in this position. It is okay to suggest another feature or a suggestion, but if it is of no value to the customer, hear them, and respond accordingly.

Tip #3: Let your customers know you like them.

Set yourself apart on likeability. If asked, how many of your customers would say that you like them? Do your customers feel that you like them? Do you know their names, their spouse’s or kid’s names? Do you know how their business is doing? Do you know what they like to do in their free time? Where they like to vacation? How do you show this? List your actions that show this emotion. Start today to set yourself apart!

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