If you ask any investor what’s happening with their investments, they can most likely give you an immediate answer, because they know how important it is to track their investments. Not surprisingly, it is common practice for all financial advisors to give their clients regular updates on each client’s investment portfolio.
Yet, when it comes to Real Estate, the Single Greatest Asset that most people have, most homeowner’s are unaware of the importance of tracking the value of their home. It is our responsibility as their “Trusted Real Estate Advisor” to help our client’s understand the importance of regular updates, and then to meet that need by sharing regular value updates with our clients.
By proactively building the relationship with our Sphere of Influence and Farm, an agent can be perceived as being the expert well before our contacts have a need. When a Real Estate need arises, you then become the “Go To” person. In any given year, 5%-10% of the people you’re keeping in contact with, will have a specific real estate need. And, this doesn’t count the number of people they know that could be referred to you.
Does it really matter if they buy or sell this year, or in 2, 5, or 8 years? If you establish a “Like and Trust Relationship” with your clients, eventually those commissions will end up in your account. So, every month, focus on Building A Long Term Relationship, by keeping your clients up to date as to what’s happening with the most important investment they have.