6 Proven Steps to Increase Real Estate Sales – Step 6 Keeping

Real Estate Agent with Dirt Road Real Estate SA676002000

With the 97.7% of U.S. businesses having fewer than 20 employees, salespeople are now also responsible for keeping customers. These small firms including real estate do not have the financial wherewithal to maintain dedicated customer service departments. Salespeople are customer service people because research continues to show the cost of keeping a client is far less than acquiring a new one.


Additionally within this sixth step, there is an incredible opportunity to increase sales. After the sale is delivered and the real estate salesperson verifies all went well, he or she can return at a later date and ask for three referrals. Depending upon the relationship between the realtor and the client, this asking may happen when meeting with the client to ensure all is well.


Sometimes the client is so happy, he or she asks for additional business cards to share with familhy and friends.


What never ceases to amaze me is the number of small businesses sales professionals who never ever ask for sales referrals. The first reason is they just don’t think about asking and the second reason is because they don’t know how to ask.


By employing education based marketing with an emphasis on nurturing and keeping existing customers, asking for sales referrals becomes far easier and better yet reaffirms the business ethics of the asking salesperson. Remember people buy from people they know and trust.


Yes you can ace and win more sales when employing these six steps. The key is to be consistent. Now the choice is are you willing to unlock each step with the right key to increase sales?


Graphics Courtesy of Pixabay.com

Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
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Comments (4)

Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Leanne - "Keeping" has some lasting impact and that is so important when looking at long-term benefits.  From a small business, to one's own reputation to those larger-scale operations, so much happens on the front line.  

Feb 07, 2020 05:54 AM
Leanne Smith

Again I agree with you Michael Jacobs so much happens on the front line. Thanks for taking the time again to comment.

Feb 07, 2020 06:26 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Leanne Smith, You are coming up with some positive blogs for us to learn from here in the Rain.


Feb 07, 2020 07:02 AM
Leanne Smith

My belief in sales we should always be seeking the gaps that prevent sales success. Tomorrow's posting may not be as positive however it is another lesson to learn. Thanks for your positive comment Will Hamm 

Feb 07, 2020 07:03 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Leanne Smith - engaged salespeople create loyal customers.  I like Alan Kovitz's way.  The investment is _____. plus 3 referrals.

Feb 07, 2020 07:33 AM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
Relocation to NW AZ with elbow room & more freedom

That is a good sales referral strategy Grant Schneider   In my real estate practice I do it verbally as the AZ contract does not allow for that verbage.

Feb 08, 2020 07:49 AM