Finding the home for your buyers is the first step in a long and potentially fruitful symbiotic relationship. Your new buyers are going to need your guidance and assistance and you have the opportunity to earn referrals for life. According to the National Association of Realtors 2016 Profile of Home Buyers and Sellers, 64 % of sellers who used a real estate agent found those agents through a referral by friends or family, and 25 % used the agent they previously worked with to buy or sell a home,
What are the top 5 things to do after the sale?
1) 7-day and 30-day follow-ups.
Call your clients to see how they are enjoying their new home and ask if they need anything. You don’t want a nagging problem preventing your clients from referring future business to you.
2) Make a list of special dates.
Make sure every past client is on your personal holiday card list. Consider mailing birthday cards or closing day anniversary cards. Record the move-in date, mortgage renewal date and any birthdays that you feel comfortable requesting. Stay in touch with clients on a regular basis by phone, email or on special occasions.
3) Welcome them to their new home
On moving day think of taking a lunch and refreshments. After they have moved in drop by with a gift showing your appreciation for their business. It can range from a plant, to a bottle of wine or anything else that you feel is commensurate with your appreciation for their business. Think outside of the box; hire a company to power wash their patios, hire a lawn cutting company to cut their lawn. The more thought you put into it the longer lasting the impression.
4) Be their go-to real estate resource
Make sure they know they can rely on you for anything real estate. From market conditions to tradespeople and everything in between. Encourage them to have their friends and neighbours call you too.
5) Host a client appreciation event
It does not have to be a fancy sit-down dinner. You could organize a family picnic and sports day, rent a theatre, invite them on a harbour cruise, an evening snowshoe or a wine tasting at a local restaurant. The important thing is to invest the time to show your appreciation and have clients meet your other clients. This group is your number one source of referrals so treat them accordingly.