How to Keep Real Estate Clients


To achieve retention, you must build a loyal, skilled real estate team. Then, using that team, you have to build a loyal customer-base. What follows are six strategies that guarantee client retention.

Consistent Client Induction

Just like you induct your team, you must induct your clients too! Any affiliate service (and tenant!) you deal with must be inducted into your way of doing business. Why? Because your way of doing business is what makes you different from your competition. You cannot expect your property owners, tenants, and contractors to cooperate with your practices if they don’t know what they are.

Consistency of Service and Culture

Does your business offer the same consistency of service and culture to your clients? You need to invest in processes, resources and training for your business. There are no shortcuts to success: All three elements must coexist.

Consistent Reporting

Are your reports consistent in layout, design, and wording? Do they align with your brand and reputation? Do they contain relevant and meaningful information your property owners require to make informed decisions? Are they consistent with previous reports?

Consistency of Maintenance

You, as the business owner, must decide which service providers best align with your business’ values, service standards, brand, and culture, and you must then ensure your business uses these chosen service providers each and every time.

Market Knowledge

This means your team needs to undertake ongoing and in-depth analysis into the market and provide stockbroker-like advice to your property owners. Your team also needs to know the market area by building up market-related facts, including appraisals.

Professional Service and Advice

The bottom line is that property owners want a professional service and professional advice from the real estate team they hire because investment properties are, most likely, their single most expensive assets. Therefore they want advice and a service that protects their property.

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