Don’t Lose Your Client to Another Agent

Successfully moving a home off the sales market in today’s tough environment requires a great deal of effort from real estate professionals. When a buyer is not found right away and the property simply sits on the market for some months, however, sellers tend to blame the agent — and look for a replacement.

To keep owner-clients loyal and confident in their ability, top-producing agent and published author Pat Hiban says that being proactive goes a long way.

As such, practitioners need to fill their days prospecting, sponsoring open houses, calling contacts, and making new contacts rather than sitting around waiting for the phone to ring. That also entails accepting all networking invitations, including local community events. Every person in the room, Hiban reminds, is a potential buyer or seller.

Planning the entire week and ensuring that they are taking action each one of those days to promote their listing is also important.

Hiban believes that “activity breeds activity” and, thus, encourages agents stay busy even when the response is slow. Agents who do not get involved, Hiban stresses, do not stand a chance of succeeding.

As a final piece of advice, the author of the self-help guide “6 Steps to 7 Figures” advises real estate practitioners to not allow panic and negativity on the part of the seller infect them, too. Instead, Hiban says that staying focused and positive will help clients to do the same.

Source: “Five Tips to Make Sure Your Seller Doesn’t Switch Agents,” RISMedia (07/01/11)