Even when the fat lady has sung (meaning the real estate purchase has been recorded), your duties as a Realtor to your clients have not ended. Due to client confidentiality, your now closed transaction with those sellers or buyers commits you to being their Realtor until you die.
Beyond confidentiality, remembering these three words “I’m Your Realtor,” can pay incredible future dividends, think sales referrals. Maintaining this sales relationship which may have taken a few months to a few years or even more to develop should be one of your top sales priorities.
The basic sales process regardless if it is B2B or B2C is three-fold: Marketing, Selling and Keeping. By embracing “I’m Your Realtor,” these words resonant in each of these phases especially with the final phase of Keeping.
This past week two of my clients closed their transactions. One was a buyer and the other a seller. The buyer is out of town by 4 hours drive time and just purchased a new construction home. The wife said to me “I know this is an inconvenience and I understand if you say No, would you consider opening up the house for appliance deliveries as well as a cleaning service.” I immediately smiled and responded, “I’m Your Realtor and it would be my pleasure.” Both she and her husband were incredibly relieved by my response.
Then yesterday I drove out to their new home to meet with them and the construction supervisor. They were surprised I was there given it was a holiday weekend. I wanted to hear what had been completed respective to the final walk through checklist and again to reconnect with them.
As to my listing client, he is having me do some additional research on another vacant parcel of land he is considering buying.
There is a certain internal pride when you make this statement “I’m Your Realtor” as well as an internal commitment to honor those three words (think Code of Ethics). So, as we move into a New Year, remember when the opportunity presents itself to clearly speak these three words to your clients. You just may be surprised by the results.
Graphic Courtesy of Pixabay