Help agents dazzle past clients, cultivate customers for life, and increase referrals by becoming a long-term indispensable resource. MARCH 2017 | BY LEE NELSON
A woman in her mid 60s inherited enough cash to purchase her first home. She had $80,000; however, it’s difficult to find a house for that price in her home town of Nashville. Enter William Willoughby, broker-owner at Music City Group Real Estate in Nashville, who came through for this buyer by finding a little HUD home that needed a water heater and other renovations. It was a good brick house in a nice neighborhood, but he just couldn’t put her in the home, shake hands, and say good-bye after the closing. He felt compelled to make sure she found the right workers to get the remodel completed in the 30-day deadline given by HUD.
“I told her I would stay with her for 30 days and be her project manager. I lined up all the contractors to make it a home that she could live in,” Willoughby says. Since then, he has helped six of her family members in buying and selling homes. “Nurturing our past clients and making sure we are here for them is a top priority.”
Treating clients well, even after the closing, can lead to more business and possibly a friend for life. In fact, 64 percent of sellers who used a real estate agent found those agents through a referral by friends or family, and 25 percent used the agent they previously worked with to buy or sell a home, according to the 2016 National Association of REALTORS® Profile of Home Buyers and Sellers.
Here are seven ways your agents can go above and beyond for their clients after a closing:
Above all, be creative in how you deliver value to customers, no matter what stage of the homebuying or homeselling process they’re in. “Let your clients know that you are there to care for them and will help them in any way you can,” says Bliss.
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