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.
Build client loyalty so that they move from becoming a prospect to your most staunch proponents. Move your sellers and buyers up the ladder of loyalty and watch your repeat and referral business flow in.