The value of a client is greater than one.

Real Estate Agent with HomeSmart SA541769000

Every agent knows that keeping their pipeline full of clients, both past, and prospective, is the secret to success. Over the years I have created a fairly nice portfolio of past clients that has helped sustain my business while I prospect for new clients.

Depending on which study you read, acquiring a new client is anywhere from 5 to 25 times more expensive than retaining one, and research shows increasing retention rates by just 5 percent can increase profits by 25 to 95 percent. That means by managing your prior customer relationships, you’re taking the most important step in maintaining consistent sales. Keeping in contact with past clients is the best way to make them clients for life.

For me, this year was one that saw me lose two valuable clients. These were clients that I had previously helped buy and sell multiple homes. One of the clients moved across the country and even though they chose me to help them sell their Phoenix home, it is unlikely that I will have the chance to serve them again. The other simply chose a new Realtor® to handle their sale and to purchase a new home in our local community. I have lost clients in the past, but these two bothered me because we had known each other for years. The second one was particularly disheartening because I thought I had done a good job of nurturing our relationship.

It really began to make me think, not only about them but also because I likely would be losing the additional referral business that comes along with a happy client. Both of these clients were a good source of referral business. So I didn’t just lose them but all the other friends and family that they would have sent my way. I realized that the value of an established client is far greater than any one new prospect.

So now I will rely on my prospecting engine to try and replace this loss, refill the pipeline and hopefully create new former clients that will again share their satisfaction and ultimately my name and number.


Joe Domino is a Realtor® serving the Phoenix & Scottsdale metro area. You can follow Joe's real estate blog at From The Outside Looking In or find more great information by visiting his website at


Posted by

Joseph Domino

© 2010-2018 Joseph Domino All Rights Reserved


This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Real Estate Sales and Marketing
luxury homes
home buying
home selling
scottsdale homes
phoenix homes
client retention
home sales

Spam prevention
Show All Comments
Gloria Valvasori, Accredited Senior Agent
REAL Experience | REAL Commitment | REAL Results!

It is always disheartening to lose a client, especially when you know you have done a great job for them in the past.  I lost a couple this year as well. and don't really know why.  I always kept in touch with them, so other than that, don't know what else I can do to maintain a relationship with them.  It just happens sometimes.

Nov 06, 2017 10:34 AM #1
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


Joseph Domino 480-390-6011

Real Estate Made Easy
Ask me a question
Spam prevention

Additional Information