Building Lasting Relationships Beyond the Sale: How to Create Clients for Life
Remember that time you closed a sale and thought, "Well, that’s it! On to the next one"? If only it were that simple. In reality, the sale is just the beginning of what could be a lifelong relationship with a client. After all, buying a home is one of the most personal and significant decisions anyone can make, and clients are more likely to come back to someone who made them feel valued long after the paperwork was signed. But how do you make sure they remember you fondly—rather than as just another name in their contacts?
1. Check-in, Don’t Check-Out
Your relationship with a client shouldn’t end when the ink dries on the contract. Instead, think of it as the start of a new chapter. One simple yet powerful way to keep that relationship going is by regularly checking in. But let’s be clear: sending a generic “How’s the house?” email isn’t going to cut it.
Personalize your follow-ups. Did they mention their kids during the home search? Check-in around back-to-school time and see how the kiddos are settling in. Showing genuine interest in their lives builds trust and reminds them you’re not just in it for the sale.
Example: Send them a gift card for the pizza place down the street when you know their children have a big sports game or dance recital, around Superbowl time, or to celebrate the end of the school year.
2. Provide Value, Even After the Sale
Ever heard of the 80/20 rule? In real estate, 80% of your business often comes from 20% of your clients. How do you stay top-of-mind with those clients? By continuing to provide value in their lives long after the sale is done.
This could mean sending them market updates or sharing a contractor’s contact when they mention a remodel. The key is to stay relevant without coming across as overly sales.
Example: Send a monthly market update video that shares housing market stats and upcoming developments in their area. This not only positions you as an expert in the market but also keeps clients engaged and connected, as they rely on your insights to keep them informed.
3. Be the Go-To Person for Referrals
Trust isn’t built overnight—it’s earned by being reliable and helpful. If you want to be the agent they refer to friends and family, you need to cultivate that trust consistently. Take the time to really get to know your clients and stay involved in their lives – celebrating birthdays, connecting them with others in your circle, or commenting on their social media posts. People are more likely to refer to someone they trust personally. Over time, personal touches strengthen relationships.
Example: Don't be afraid to ask satisfied clients for referrals politely. Many people are happy to help but need prompts to act.
4. Keep the Communication Lines Open
Don’t assume clients will reach out when they need something. Make it clear that you’re always available—even if it’s not directly related to buying or selling.
Example: Tell them upfront about the best ways to contact you whether it be phone, email, or text, and always respond with speed and urgency. Schedule time each month to reach out to your database so your clients never go for prolonged periods without hearing from you.
5. Keep It Real and Have Fun
Don’t be afraid to let your personality shine through. Clients want to work with someone they like and trust. Be genuine and let your natural style show in your interactions.
Example: Share a funny or heartwarming story from your experiences in real estate. You can do this in a social media video or write about it in your monthly newsletter. These personal touches make you relatable and memorable.
Create Clients for Life
How to create clients for life? It isn’t about grand gestures—it’s about staying relevant, being genuine, and adding value. By implementing these strategies, you’ll build lasting relationships and a strong referral network.
Ready to learn more about how Coldwell Banker Premier Realty can help you build clients for life? Visit cbprcareers.com to see how we can support your success in real estate. We’re here to help you thrive, long after the sale.
