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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.
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    Title                                                                                           Mentor
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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. 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.

7. The Psychology of Selling in the 2nd Home Market
By Jim Lea
Jim Lea shares the unique style of diplomacy required to navigate the second home purchase.

8. Add 3 Extra Listings Per Month with a Neighborhood Website
By Lewis Walker
Lewis Walker shows a unique way to add extra listings every month.

9. Profit From Your Circle of Friends
By Jeff Thompson
Jeff Thompson of the Tri-Cities area in Washington state has discovered a wonderfully profitable way to do business: reward your past customers, and teach them to remember and refer you in the process.

10. Creating Clients for Life
By Chip Neumann
Join Chip Neumann as he discusses the follow-up methods and database management strategies that have generated over one billion in career volume for this top-flight real estate professional.

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