I've always believed that a personal relationship develops between Realtor® and client, no matter how much we say we "keep it all business". Healthy boundaries are always front and center and we give the home buyer or seller honest, straightforward advice and direction.
But there is ALWAYS some kind of connection that will draw in the client to feel comfortable and at ease with the Realtor® of their choice.
We talk about lead generation and converting leads to closings; but what about those that decided to wait awhile before taking that big step?
Just because they weren't ready or something didn't happen right then and there do we let that lead go to the wayside? What about the seller that decided to take their home off the market because of life's circumstances?
Making that connection during that first part of a ‘relationship' with a client is going to determine if that lead or client returns to you when it IS the right time.
You know you did everything right when a client comes back a year later to announce that it's time to proceed. You know that you did the right thing by keeping in touch once in awhile. You surely knew when it was time to step back and let them breathe and allowed THEM to decide when it was the right time.
Nurture these relationships wisely with the tools you have.
This is "long term" lead conversion.
Yes, I did everything right.