Closing Isn’t the End; It’s Only the Beginning

By
Real Estate Agent with www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 228209

Closing Isn’t the End; It’s Only the Beginning

 

Client care1. Future Guidance
Regardless of a client’s experience buying new homes, it’s not something that they do often - they need our help! Helping others is the key to building client relationships. Remember, we aren’t salespeople; we are educators and when we help others above and beyond their expectations, they want to help us as well (in the way of referrals typically).

 

2. Pay them a Visit
Sure, you attended Closing and brought them a small gift but, was it memorable to then? No! They are about to embark upon the ‘dreaded move’ and weeks of unpacking, decorating and settling in to their new home. Give them a few weeks and then take the opportunity to visit them in their new home and bring along a house-warming gift that is tailored just for them.

 

3. Keep in Touch
Currently in Charlotte, we have over 13,000 active agents. When you fail to keep in touch, you’re going to lose that client and the referrals they may have sent you to another one of those agents. Think about it - if you were a client, would you use the same agent you hadn’t seen or heard from in years? Some don’t hear a peep from their agent after they walk away from the Closing table. That’s such a shame.

 

4. CareShow Them You Care
Take the time to write hand-written notes – and please, don’t ask them for anything. They know you’re in the business and they are going to appreciate your thoughtfulness when they receive something so simple as a handwritten note from you. Instead, just show them you care – without asking for anything in return. 

 

5. You Move People
We don’t move houses; we move people. This is a people business and nurturing our clients, not just when we’re in the middle of a transaction but, ‘forever more,’ is key to building a successful business. Remember, it’s all about THEM! Show them you care - now & forever more!

 

© Debe Maxwell | The Maxwell House Group | RE/MAX Executive | CharlotteBroker@icloud.com | Closing Isn’t the End; It’s Only the Beginning

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 03/25/2019 01:00 AM
Topic:
Real Estate Best Practices
Groups:
Realtors®
Bloggers Choice Selections
Diary of a Realtor
Around The Water Cooler
Bananatude
Tags:
client care

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Rainmaker
3,695,229
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Debe Maxwell, CRS ,

You used my favorite quote..... one that is taped where I can see it every day. You are so right..closing isn't the end it's only the beginning.

Jan 22, 2019 04:13 PM #1
Rainmaker
2,155,847
Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents
Lyon Real Estate - Sacramento, CA
Put 40 years of experience to work for you

I actually have nothing in common with my clients because I sell real estate and they don't. Too focused on the business. Maybe I will send them a Christmas card, but unless they contact me, I don't go out of my way. I'm just a weirdo, what can I say?

Jan 22, 2019 04:25 PM #2
Rainmaker
361,890
Gwen Banta
Sotheby's International Realty - Los Angeles, CA

Debe, this is a GREAT post - full of useful, important reminders. Thank you!

Jan 22, 2019 04:34 PM #3
Rainmaker
871,517
Anthony Acosta - ALLATLANTACONDOS.COM
Harry Norman, REALTORS® - Atlanta, GA
Associate Broker

Good day 

Thank you for sharing your information with us Debe Maxwell, CRS 

Have a great day.

January 22, 2019. 

Jan 22, 2019 04:55 PM #4
Rainmaker
319,572
Abby Stiller
REMAX Realty Group - Cape Coral, FL
Professional Bilingual Realtor (239) 284-8637

These are great tips for all of us Debe Maxwell, CRS Thank you for sharing!

Jan 22, 2019 05:41 PM #5
Rainmaker
3,042,565
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Debe, as always you are providing great information, now agents who do not listen are missing the boat, going to high priced seminars would teach them the same thing you gave them for FREE! Endre

Jan 22, 2019 09:37 PM #6
Rainmaker
4,700,677
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Good morning, Debe Maxwell, CRS those 5 points are why you have such a strong following of past clients and consistent new business from referrals from those happy past peeps....

Jan 23, 2019 03:47 AM #7
Rainmaker
5,071,408
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Thank you very much, Debe, for sharing some of your very successful business practices.

Jan 23, 2019 05:53 AM #8
Rainmaker
3,366,358
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning Debe. We are really on the same page today. Terrific post and wonderfully crafted.

Jan 23, 2019 08:26 AM #9
Ambassador
2,768,233
Anna Banana Kruchten CRB, CRS 602-380-4886
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana!

Debe Maxwell, CRS I've been 'preaching' the same message for years and years.!! It's all about relationships and showing people you care over the long term - which means years and years. One of my favorite quotes  - No one cares how much you know until they know how much you care. So true!

Jan 23, 2019 09:31 AM #10
Rainmaker
1,475,128
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

I love this, and you just gave me an idea for an article: the evolution of real estate agents. 

Once upon a time, most real estate agents WERE just sales people. The only goal was to make the sale - never mind how many people you trampled to get it done. 

When I first started in the business I knew several agents who fit that old sterotype of the used car salesman. They're the ones whose legacy agents like you are working to overcome. 

Jan 23, 2019 09:40 AM #11
Rainmaker
3,123,801
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Debe - a real estate "practice" becomes better with "perfecting"  the craft. You have shared a good lesson plan.

Jan 23, 2019 09:41 AM #12
Rainmaker
59,607
Dario Ferreira
Attleboro, MA
Internet Marketing

Great post.

Keeping in touch with clients is so important, and many RE agents fail badly at it.

Many years ago (close to 20) we purchased our home and the agent was nice enough to give us a wall clock as a gift. But guess what, that was the last time I've heard from her.

I don't remember her name or anything else about her.

Even one postcard per year would have been nice, and next time I may have given her a call.

Jan 23, 2019 11:24 AM #13
Rainmaker
2,060,122
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Congratulations on the well deserved feature!

Remembering it's a people business is so important. Great advice.

Jan 23, 2019 12:41 PM #14
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George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Debe the closing better not be the end if we want to get referrals and future business from our clients.

Jan 23, 2019 02:02 PM #15
Ambassador
2,947,021
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

 Those are five great reasons why closings are only the beginning and I couldn’t of said it better myself Debe...

Jan 23, 2019 08:19 PM #16
Ambassador
3,831,882
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Debe

There really are some good take-a-ways in this post and a good reminder that closing is just another phase in a process, not an endpoint!

Jeff

Jan 23, 2019 10:30 PM #17
Rainmaker
1,207,207
Carol Williams
U.S.: I specialize in helping agents who have been in the business 2 years or less create a thriving business. - Wenatchee, WA
"Customized Mentoring & Marketing Services"

Hi Debe,
Love this post.  In spite of all the technology available, people still want and need that real connection and rapport with their trusted advisors. 

Your quote by Teddy Roosevelt reminded me of a post I wrote in July of 2016. I put a little twist on Teddy's words:
"Telling Them You Care Won't Get You Real Estate Clients" 

That said, I do agree with everything you wrote.

Jan 24, 2019 06:40 AM #18
Rainmaker
1,198,545
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

It just makes good business sense to stay in touch.  To keep providing service beyond the Closing table, Debe Maxwell, CRS ... agree with you 110%.   It mystifies me why anyone would choose to discontinue a relationship they have worked so hard on developing and building? 

Gene 

Jan 24, 2019 10:52 AM #19
Rainmaker
759,823
Kevin Mackessy
Blue Olive Properties, LLC - Highlands Ranch, CO
Dedicated. Qualified. Local.

Completely agree, after closing they should make your VIP lists, and be invited to future events.  Referrals are the gift from that point. 

Jan 25, 2019 01:05 PM #21
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