Treat Everyone Like a Customer - Real Estate and Technology News for Agents, Broker

Treat Everyone Like a Customer

It's inevitable. You have an Open House and most of the people who come by are "just looking". Some of them are neighbors who just want a peek, and the rest say they aren't ready to buy. It can be discouraging. But the agent who engages these potential customers can pick up future customers with a little effort.

"Leave a lasting impression," says Rita Fong, a REALTOR® in Arkansas. "and maybe, just maybe, they will call you when they are ready to buy. Those customers can be our clients one day. If you can keep in touch with them, keeping them in the loop, and try to keep that impression lasting much longer. Persistence will pay off one day."

How to Keep a Customer

Find out why they are there. They might know someone who would love to move into the neighborhood, or perhaps they are keeping up with the market because they want to buy but need help to improve their credit score and don't know what they would need to do.

"All I do is give them the information they need, check on them monthly, keep in touch with them till they are where they need to be to buy." says Fong. "They all are very appreciative of the effort, patience, and help I provide...it doesn't cost me anything...keeping in touch with customers and clients is what I do anyway. I let them know up front that we are not going to look at any houses, the goal is to get the scores up so they can buy later."

Keep your Eye on the Goal

Customer service is what it's all about. "They just want someone who cares and willing to work with them even when they were not ready." says Fong. "They (tell) me they want to work with me because I always kept them in the loop, sending them information and updates."

Keeping in touch like this may take longer to get to the finish line, she says, but it's so rewarding to help them finally become a proud homeowner.. "On top of that, they are so happy to send me referrals, it is a happy ending for all of us!" she says.

photo credit: typexnick