Why Are You Talking To Me?

By
Real Estate Broker with Daytona Condo Realty, 386-405-4408

There was a blog post recently that suggested that we ask our customers/clients how they want to communicate with us. I assume it was about communicating during the transaction. I agree, it is a must.

However, real estate agents consider the client now in a long lasting relationship (usually without asking the client whether this is what they want), and the discussion is not whether it is appropriate to keep bugging the client, but how often is too often. So, the consensus here is that once a month maybe too often, but once every 3 months is cool.

Imagine a cancer surgeon performing the most successful operation freeing the patient from cancer. So, after the surgery, the doctor is sending the patient monthly newsletters reminding him that whenever he gets cancer again, he needs to contact the surgeon.

Have you ever received monthly friendly reminders from your doctor? Are you getting newsletters from your attorney? From your car mechanic?

IEMail think the issue stems from understanding real estate as relationship business and not service, which it is. Yes, there is a business relationship that we form, but it is no difference than the relationship with your attorney, or CPA, or your doctor. Again, it is a business relationship, and it is transactional. It usually ends with the transaction. We all love to brag about our clients, who became our friends, but it is not a viable business model unless you are 75% retired.

I think I read somewhere that people on average stay in a house or condo for 7 years. A lot of things changes in this very long period, and the idea of keeping contact with you previous client all this time maybe a pleasant exception, but is hardly a working business model.

Of course, if you are sending postcards, or emails with congratulations on major Holidays, it is perfectly acceptable, and even expected. This is just good business.

Everything else can be a stretch and asking a client after closing whether they want to be receiving real estate related stuff could be a very good idea. And do it after the closing and in the e-mail, and not make them feel bad for saying «no».

If it is about business, why not make it good business?

* Image courtesy of  cambodia4kidsorg via Flickr.com under Creative Commons License

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  1. Barbara Tattersall 09/29/2011 04:36 AM
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Ambassador
468,197
Lynn B. Friedman
Realtor - 404.939.2727 ATL BuckheadMidtownWestside
Atlanta Homes ODAT Realty - Serving Clients is our Business - One Day At a Time.

Dear Jon -
As said at #7,  I receive from the dentist and accountant.  Go figure ...
The real estate communication issue is about balance as many have said above - how much is enough and how much is too much?
Have a happy day -
Lynn

September 30, 2011 01:43 AM
Rainmaker
1,687,442
Gabe Sanders
Stuart Florida Real Estate
Martin County Residential Homes, Condos and Land Sales

Only nearly speechless?  Want me to add some more folks who contact me regularly?  :-)

September 30, 2011 08:13 AM
Rainmaker
509,970
Than Maynard
Broker - Licensed to List & Sell - 405-990-8862
Coldwell Banker Heart of Oklahoma

We probably need to increase our contacts, but you don't want to get into that annoying category.

September 30, 2011 09:23 AM
Rainmaker
243,792
Bonnie Vaughan
CNE SFR - Buyers/Sellers - Lackawanna & Surroundin
Re/Max Home Team

The marketing technique you described has been a mainstay of some of those high priced coaches who teach real estate marketing.  I too would feel really like I was annoying if I called every month to check in.  After all, I'm not your Mother.  Calling to ultimately ask - do you know or have you heard of anyone who is looking to buy or sell a home is over the top to me.

We do send out holiday cards and occasionally a "letter". Some of our clients bought when rates were higher.  I see nothing wrong with bringing them up to date about mortgage rates and suggesting they consider lowering their payments.  I'm giving them valuable advice not trying to solicit business.

September 30, 2011 11:47 AM
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Jon Zolsky
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Lynn - after thinking about it, both dentist and accountant are recurring events. Taxes come each year, and dentist is at least once a year. House can be for life.

I talk to people, and many people would not refer their friends to an agent, because many people have burned when their friends were not happy, and then they felt bad about it.

September 30, 2011 12:02 PM
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