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                  Client Retention
Most agents know the heart and soul of the real estate business is relationship-building. Those charismatic agents whose personality and demeanor convey a confident knowledge of the industry and their local market, coupled with a sincere interest in their clients needs, these are the agents who quickly begin finding 80-90% of their business from referrals and add lifetime clients left and right. The simple fact is that it costs 2-3 times more to add a new customer than it does to foster and maintain a strong relationship with a current one. Review this section to learn how to become the kind of agent who sees a potential 50-year friendship in the first listing presentation.
Customer Service
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A Winning Attitude (17)
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Client Retention (37)
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1. List the Buyer
By Linda Fredericks
In most U.S. markets, buyers now have the power. Linda Fredericks explains how to advise its use.

2. The Significance of the Sellerís Agent in a Down Market
By Hugh Ryall
In tough markets the choice is simple: listing agents must distinguish or diminish, says Hugh Ryall.

3. Smile and Dial: The Art of Profit
By Roddy McCaskill
Roddy McCaskill reveals the techniques that helped him close $50 million in 2005.

4. From the Horse-Drawn Carriage to the Tablet PC: Sustaining Over a Century of Success
By Wynne Achatz
Tthe doors of the Westrick Real Estate One offices in Michiganís Marine City have remained open for more than a century. Captained by sales veteran Wynne Achatzí, the practice is thriving and stronger than ever, combining the warm, old-fashioned customer service of the past with the most advanced technology available today.

5. Unlock the Keys to Brand Leveraging
By Debra Berman Pat Kandel
Pat Kandel and Debra Berman believe that if you understand the basic steps required to leverage your brand throughout your business and marketing efforts, you can build a solid, respected, durable brand in your real estate market.

6. Targeting the International Niche
By Sharon Simms
Sharon Simms gives a glimpse into the exciting world of the international niche.

7. Nine Basic Rules that Deliver 120 Transactions a Year
By Chip Neumann
Real estate sales is not hard: pick a few methods and dedicate yourself to them, says Chip Neumann.

8. DITCH the Cold Calling and START Creating Lifetime Clientele
By Diana Ivas
iSucceed Mentor Diana Ivas explains how to minimize the need for cold calling, by focusing your efforts on establishing enduring relationships and lifetime clients.

9. Five Action Items that Increase Referrals 150% while Reducing Marketing Costs
By Bruce Hardie
Decrease overhead and increase office traffic with Bruce Hardie's proven referral system.

10. A 7-Step No-Cold-Calling System that Generates 1 of Every 2 Sales
By Missy Vanderbilt


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