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How To Keep In Touch With Clients In An Authentic Way

Whether or not you’re reaching out to present or previous shoppers or cultivating new leads, authenticity and human connection are important, writes The Company’s Mauricio Umansky.

In my view, the best indicator of an actual property agent’s long-term success is a robust community of genuine relationships — each with colleagues and shoppers. In spite of everything, shopping for or promoting a house isn’t just one of many largest monetary selections an individual could make, it’s additionally a extremely private expertise.

It’s important to your shoppers to depend on you and belief you, too. Constructing an intensive skilled community is crucial to each actual property agent’s enterprise. As an agent’s referral community strengthens and expands, so do prospects for constant and long-term success in actual property, no matter exterior elements.

In my new e-book, The Dealmaker, I share my greatest suggestions for cultivating genuine, long-term relationships with shoppers — right here, I’m highlighting just a few must-knows. 

Make notes in a means that works for you

In relation to gathering and recording necessary little particulars about present, former or potential shoppers, I preserve most of that info in my head or jotted down in my cellphone’s Notes app. Discover a system that works properly for you.

Perhaps it’s a small pocket book you are taking to open homes and consolidate information in after potential shoppers full their sign-in sheet. Perhaps it’s voice notes after you meet with them. Perhaps you depend on an assistant that will help you manage all of your audio and written notes on the finish of the day. Discover a system and put it into motion.

Consider me, while you run into John Smith weeks later and you may recall his title, his kids’s ages and how much residence he’s on the lookout for, he’ll be delighted. You should have earned his respect and hey, you’ll have earned your self a brand new consumer. 

This tactic is useful for preserving up-to-date information on present and former shoppers as properly. It’s all about staying within the know and making it clear to your shoppers that they’re necessary to you. 


One of many largest errors brokers, and salespeople basically, commit is not paying consideration. Deal with each consumer interplay like a sporting occasion — put together, put on one thing you’re feeling assured in and get your mindset proper. Lock into your conversations along with your shoppers and problem your self to be taught as a lot new info as you’ll be able to. 

We’re all human, and we need to join 

With a purpose to construct a significant, genuine relationship with a consumer whereby you’re feeling comfy preserving in contact and checking in — even when there’s no exercise on a property or nothing significantly thrilling occurring in a house search — it’s essential to domesticate a connection that’s primarily based on genuine curiosity. 

After all, I don’t advise that brokers ask invasive questions, however I encourage you to create real connections along with your shoppers. Ask them about themselves, get them to share necessary particulars about their lives, objectives and desires, and assist them really feel comfy with you. That’s when the magic occurs. 

Create a month-to-month e-newsletter

As an knowledgeable in your native market, you need to have loads of fodder for a month-to-month e-newsletter. These kind of communications can’t solely present worth to your present, previous and potential shoppers however they’re a good way to remain in contact and preserve your title top-of-inbox and top-of-mind. Your e-newsletter could be a mixture of life-style and actual property information. Do what feels genuine to you.

Contemplate mixing in just a few market-related articles or succinct recommendation with information on the preferred eating places, your favourite mountaineering trails, charitable occasions you’re taking part in quickly or nice podcasts you need to share. Finish every e-newsletter with an invite to attach — you by no means know what’s going to encourage somebody to reply. 

Irrespective of the way you select to attach and keep in touch along with your shoppers (and potential shoppers), an important factor to recollect is to come back from a spot of authenticity. Your real care and curiosity will at all times come by — and make all of the distinction. 

Mauricio Umansky is the founder and CEO of The Company in Los Angeles. Join with him on Instagram.