Some thoughts and figures….

• You need to be the first agent they think of! (You have amazing tools available to you.)
• They prefer to use you again and to use a referred agent!
• If they can remember you and find you, they will use you again and refer you.
• The public needs You. And they want to use You.

BUYERS:

• 86% of Buyers used an Agent to find the right home and negotiate for them.
• 89% said they would recommend their Agent and use them again.
• 86% called their agent a very or somewhat useful source for information.
• 91% were satisfied or somewhat satisfied with their home buying process.
• 12% did use the same agent again. Only 12%! (this is 100% the Agent's fault.)
• 38% used the Agent referred to them by friends and family.
• 10% found their Agent online. Only 10%! 67% only interviewed one Agent.
• 49% said "having professional help finding the right home" was #1 factor when choosing agent.
• 86% see purchasing a home as a good investment.
• 62% of first-time Buyers say the primary reason for purchase is to "own a home of their own".
• 12% purchased new homes, 41% saying they wanted to avoid renovations and repairs.
• 88% purchased previously owned homes, 31% said it was due to better pricing. 49% neighborhood quality, 37%- distance to friends, 37%- affordability were the top factors in location.

SELLERS:

• 86% of Sellers used an Agent to price, market and sell their homes.
• 63% found their Agent via referral from friend or family or used their previous Agent.
• 80% only contacted one Agent to find the right one.
• 91% were satisfied with the selling process.
• 85% said they will recommend their Agent to others (73% definitely will, 12% probably will). The "typical" Seller has recommended their Agent at least once since selling (in less than 1 year), 27% have recommended their Agent four or more times (in less than 1 year).
• 85% of Sellers used their listing Agent to purchase their next home when moving within 10 miles.
• 41% sold and went on to purchase a larger home.
• 32% sold in order to purchase a similarly sized home.

Your #1 Business Goal needs to be - building relationships.

Always, always talk business. Talk to everyone. Everywhere. I used to talk to the guy behind the counter at a restaurant I liked in Mobile. Turns out, Sammy owned the place. I loved the food, so I went often. Eventually he asked me to find him an investment house. Over a period of 7 years, he bought lots, built a new home, sold lots, sold his old home and bought numerous investment properties totaling 15 or 16 transactions! A simple, random conversation provided my family with a lot of money.

If your client "cheats" on you, it is probably your fault, because you likely were not following up enough with them and/or providing them with enough reasons (value) to keep you in mind.

Ask yourself, "why did I lose them? What could I have done better?" Ignore the typical gut reaction, "what is wrong with these guys, we've known each other for years!" Tweak your mindset. Always look for ways to improve.

You must let people know you are here to help! Make it a point to contact at least 5 people per day. Carve out time to check-in, show them you care. This is how you create your referral base, by being there professionally and personally for your clients.