For Success in Real Estate You Need to Understand the Lifetime Value of a Client

 Looking to improve your real estate career? I'm here to help you make a smart decision when it comes to growing your business, improving your bottom line, and choosing a place to work in real estate sales. If you'd like to learn more about working with Clancy Real Estate, contact me at (518) 861-7016 or Kevin@ClancyRealEstate.com.

Are you interested in an evening of eating and drinking, as well as a free limo ride - all on the house? If so, sit tight and I'll explain.

But first...

One thing many agents don't understand is the lifetime value of a client. Over the last week I went on several listing appointments and realized that several of the homes had sold in the last four years with agents who are still in the business, but the homeowners did not call their past Realtors. Why would that be? 

It's pretty obvious why the homeowners didn't call their past agents: they didn't know them. Those agents didn't have a system of follow up to stay in touch with past clients. The Realtor sold their home five years ago, thanked them, gave them a closing gift, maybe wrote them a Christmas card, but never systematically followed up with the client over the years. If you want to grow a meaningful database and a strong business, you can't orphan past clients. 

I follow up with ALL of my past clients with a written newsletter once a month, two videos a month to create value for them, and birthday and anniversary cards when we can. On average, we're touching our past clients 30 times a year! We lend a Bounce House to past clients, we have a raving fan club we let use the tools in our office, and do a bunch of other things to stay in touch with
our past clients. 

If you do one thing today, I want you to sit down and think about your past clients and what you can do to better communicate with them. Try to remember clients that loved you and who you feel comfortable giving a call - you may be able to pick up a referral from it! Building a business is about building a database and maintaining past relationships, plain and simple. 

Now, back to the free food, drink, and limo ride. Once a month, my team has a game night in our office, where we eat, drink, play games, and talk real estate. If this sound likes fun to you, I would be happy to send a limo to your house to pick you up, so you don't have to worry about driving after a few drinks! Spouses are welcome, and we would love to have you! 

If you have questions about game night or would like more advice on how you can build your business, give me a call or shoot me an email. I would love to hear from you!