NEVER Take a Client for Granted
About five years ago I received a call to discuss the sale of a very nice home - I knew I had at 
least one competitor - we were both friends of the seller. The home was in the suburbs, the sellers had already moved downtown - about an hours drive.
I did a complete Listing Presentation for the home and drove downtown to meet the sellers at their home in the evening. The other agent called them and gave them her opinion of price. Who do you think got the listing? (Me, of course.)
Fast forward to a few weeks ago - an agent in my office had a similar experience. Some acquaintances had bought a new home and she heard their home was coming on the market. She called them and asked if she could show it, then asked if she could help them sell. They told her they would probably use the agent who helped them buy, but sure, why not, they would listen to what she had to say.
She also prepared a full Listing Presentation, met with them at their home and laid out her plans. The other agent (their buyer's agent) called them and gave them her opinion of price. Who do you think got the listing? (The agent from my office, of course!)
We really do know how it works, yet some agents ASSume that they will get the business - just because. Just because I helped them buy. Just because I'm so good. Just because I'm a top producer. Just because I'm their friend.
Clients want and need to be treated like they are the one and only shiny nugget in our gold pan. Good agents never assume anything - do so and you may find yourself holding an empty and worthless gold mining pan.
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