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Work Smarter, Not Harder, and Retain More Clients

By Rich Rogala

Education & Training with Consistent Clients

August 13, 2008 02:31 AM

real estate marketing referrals I’m going to share a big Ah-ha moment with you. In fact, when this hit me it changed the way I work.

Marketing’s main focus is on retaining clients, not generating clients.

This may seem contradictory to anything you’ve read or been taught in the past. I challenge you to really think about it and let the message sink in.

How many Realtors® do you know who scramble to get clients? What are they doing differently than their more successful counterparts? When you observe the most successful Realtors® you’ll find they attract and maintain ideal clients.

Clients don’t need more information, they need more relevant information. When you effectively market to clients it’s a relationship building and sustaining tool not a full on prospecting tool.

It’s a proven fact that the most successful people have their money work hard for them. The least successful people work hard for their money.

How are you approaching your real estate career?

Work Smarter, Not Harder, and Retain More Clients

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Renae Bolton

Marketing 4 Realtors - Garfield Heights, OH

I'm your Professional Real Estate Marketing VA!

Very smart reminder! I've heard it said that it takes more effort to get a new client than it does to retain an existing one. That makes a lot of sense, if you think about it. Even with prospects, your marketing efforts should focus on retaining them in your database as a prospect until they are ready to buy...from you!

~Renae

Aug 13, 2008 04:07 AM

Mesa, Arizona Real Estate Mesa Arizona Realtor

Homes Arizona Real Estate LLC - Mesa, AZ

AzLadyInRed

Rich, first of all, welcome to the Rain. Second of all, you got it right. It takes much less time and energy to retain the clients we get than to go out and find new ones....;-)

Aug 13, 2008 06:10 PM

Rich Rogala

Consistent Clients - Chicago, IL

Real Estate Marketing Coach

Teri, thanks for the welcome! I think too many agents rush from new business to new business, without taking the time to establish rapport with that client for either a referral or future business.

Aug 17, 2008 02:32 PM

Norma J. Elkins

Elite Realty Group - Morristown, TN

Realtor - Elkins Home Selling Team

Welcome Rich and yes I think it is so important to take care of the clients that we have and they certainly can lead us to more business! Good post!

Aug 17, 2008 10:44 PM

Meli Gerogianis

JKA Properties (Meli G Realty & Investment Group) - Clarksville, TN

Broker, CRS, ABR, SFR, CDPE, Licensed in TN & KY

Hi Rich,

Good point! At times we all loose site of the forest for the trees, so it's good to remind ourselves every so often to get back on track and do what is important and use our time for productive activities, rather than supportive ones. Thanks!

Aug 18, 2008 12:48 AM

Carol Zingone

Berkshire Hathaway Home Services Florida Network Realty - Jacksonville Beach, FL

Global Realtor in Jax Beach, FL - ABR, CRS, CIPS

Rich - relevance is so important these days. If we want anyone to hear what we have to say, it has to be relevant to them, not to us. I could not agree more.

Aug 18, 2008 01:28 AM

Work Smarter, Not Harder, and Retain More Clients

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