The Sale Is NOT the End

ou will spend a bundle on marketing in your real estate investing career, but why spend it on the customers that you already sold to or bought from? Don’t do it, you shouldn’t have to if you simply do your job right in the first place by remembering that the close of the sale is NOT the end of the process altogether. Now, you have this individual in your group of “trusted” buyers or sellers and they have you as the same, don’t lose that invaluable trust and confidence. Ask them to refer you to their friends and family while keeping in contact with them continually after the initial process is over.

Have a system in place that makes it easy for you to keep in contact with EVERY person that you buy from or sell to in your real estate investing venture. Major corporations like worldwide banks and car dealerships have systems in place that require or encourage their salespeople to call in a set routine after the completion of the sale. Make a chart or file that allows you to call your clients on a schedule that is friendly, not harassing. Call them in a week, then a month, then three months, six months, a year, etc. Ask questions about friends, family, or whatever you learned about them initially.

By continually making contact with past clients you will stay fresh in their mind and almost establish a friendly relationship that would make them feel guilty for going to anyone else. This guilt isn’t the goal of your real estate investing career, but building a loyal group of followers is and it will save you a bundle in marketing. Be as friendly and hospitable as possible in an effort to be the most respected and loved real estate investor in the market. Don’t let these people get away because you will have to pay, likely twice as much, to get them to come back again if you lose contact. Keep them coming back and laugh all the way to the ATM!