Being a REALTOR® isn’t about helping someone buy, sell or lease a property. It is about building a relationship with the client and being their trusted adviser. You want to not only help them with this first transaction but also any future transactions—and hope they refer you to others because of the great experience they had.
This means that you cannot look at the closing of a single transaction as the end goal or as a one-time situation. You have to think about how to maintain the relationship so that it does not end at the closing table.
When we have done consumer surveys in the past, we have asked about communication from the REALTOR® after the closing. Slightly more than half of the respondents stated that they heard from their REALTOR® after the closing. A much smaller number said that they received regular, periodic communications from their REALTOR®. You might think it would be annoying to the client, but consumers want to know what the market is doing where they now live or where they wish to live. Sellers want to also see what the market is doing after they sold to determine whether they sold at the right time or not (some don’t have an option).
The Housing Trends eNewsletter is filled with local and national real estate sales and price activity provided by HAR, other MLSs and the National Association of REALTORS®, U.S. Census Bureau key market indicators, consumer videos, blogs, real estate glossary, mortgage rates and calculators, consumer articles, and REALTOR.com local community reports.
The Housing Trends eNewsletter is a product provided to you free as a member of HAR to use to help maintain regular, consistent contact so that you are top of mind when that client is thinking about buying, selling or leasing another property—or when a friend asks them for a recommendation. It is great for prospects too to help show that you know the market and are there to provide them accurate and timely information to put them in the best position to make the right decision.