4 Tips to Win and Keep Clients

To help win exclusive listings, bring your A-game to the presentation and implement these four tips.

1. Establish yourself as the local expert
“You have to do your research, know the comps, know the area. You need to show that you’ve thought about who the next buyer might be, and that you know how to market to them. No listing presentation is the same – you have to tailor it for every client.”

“Real estate is a relationship business, and that relationship doesn’t end when a transaction closes. It’s important to stay in touch so you stay top of mind.”, Drehsen says.

2. Build a personal connection – and keep it going!
“It is imperative your clients know they can trust you, that you value their privacy and that you will work extremely hard for them,” Drehsen says. “Building and maintaining relationships with clients can be more important than what actually goes into the presentation.”

Of course, nurturing relationships in the years between real estate transactions can be easier said than done. For Drehsen, social media has been a top tool for creating deeper relationships with past clients.

3. Align yourself with the right brand
Drehsen says her RE/MAX affiliation “absolutely” helped her win this listing – and many others.

“The fact is, we’re the No. 1 name in real estate, and I never once have had to explain my brand to anyone,” she says. “When I say I work for RE/MAX, everyone knows the brand and the level of service to expect.”

Plus, the national presence of RE/MAX helps her build her brand on a local level.

4. Have a cause
Drehsen is a RE/MAX Miracle Agent, which means she makes a donation to Children’s Miracle Network Hospitals with each closed transaction.

“When I tell clients their home will be a Miracle Home, more often than not they have a personal connection to CHLA,” Drehsen says. “And they’re always excited to be able to help!”

Read more about nurturing relationships in real estate.



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