Speaker 1: Hello, everybody. Thank you for coming to this week's video blog here at California Realty Training. My name, Robert Rico. Thank you for coming this week. Today we're going to focus on something that we have yet to focus on that's very important to your business and real estate. This topic is how to maintain a client relationship. Keyword here, ready? Keyword here is maintain. Maintain a client relationship. Now, what the hell does that mean? Ready? Your typical relative, what they typically do in a transaction is they go out, they prospect, they get a client, put a client in escrow, close the deal, and then say, have a nice life. They forget about the client. No way, no way, Jose. You don't want to do that. Why do we want to keep this client forever? What's the deal with keeping a client forever? Don't we just want them, close a deal, collect our commission, have them go away? Are you kidding me? Absolutely not. We want to maintain, maintain, maintain a relationship with them as long as you can. As long as you're in real estate, I want you to keep talking to these people over and over and over. Now, you don't want to overdo it. So the thing is this. Why do we want to keep a relationship? Because these people are people they know are going to need future real estate services, and you have to be there to provide that. Now, if you go away, and if you're not around these people who used to be your client at one point any longer, if you're not there to satisfy these needs, they're going to go elsewhere and find another real estate agent who is there. So the keyword here is maintain. You have to maintain these relationships. So how do you do it? You call them every day and bug the hell out of them? Hello, hey, Mr. Smith, remember me? I sold your house last week. Hello, Mr. Smith, remember me? I sold your house last month. Hello, Mr. Smith, remember me? I sold your house two months. No, no, no. But you do want to contact them in a reasonable fashion, meaning you want to contact them every now and then. I'll get specific in a minute. Keyword here is communicate. You have to communicate with these people once the deal is done. Once the deal is done, you don't just say sayonara, nice to meet you, have a nice life. Now this is where the follow-up comes along. This is where, hey, our business relationship may and should become a friendship relationship. Are you with me? A lot of these business relationships that you began with your clients develop into something more than business. They develop into a friendship, which is what? Fantastic. Why? Because friends typically will give you an opportunity when it comes to business. They'll say, well, I know this guy. This guy helped me before. Hey, can you help me again? Or they'll have friends. Hey friend, you need somebody to sell your house? I got the perfect person for you. They'll refer these people to you. Why? Because you maintain that relationship. Now the question is, how often? How often do you want to contact them? Ready? Here it goes. This is the deal. This is what I would do if I were you and it's worked for me before. Let's start off with the date. The date you close their deal. That's an anniversary date, man. That's an anniversary date. You close the deal December 14th. Now on December 14th, you better send them flowers, you better send them chocolate, you better send them something. Why? Because it's your anniversary, man. It's your anniversary. Every year on the closing date, it's your anniversary. Send something to them. That's just one. Because if you don't remember your anniversary, that's not a good thing. Those of you who are married out there, you know what I'm talking about. Remember your anniversary. When else do you want to communicate with them? Well, when you love somebody or like somebody, like a family member or a friend, and these people should now be your friends, send them a card. Now why should we send them a card? Any special occasion that you can, if I were you, I would go ahead and mail them something, email them something, do something. Make them know you're alive and that you're there and you care and you say, hey, I remember you, remember me? It shows that you care, man. Not just from a business standpoint, but you care from a what? Yeah, from a friend's standpoint, which is pretty darn sweet. Many realtors don't do that anymore. They say, thanks for your business, have a nice life. Don't be one of those. Create a special relationship that includes a bond, a bond between you and somebody else who you helped at one time. And that relationship develops from a business relationship to an actual friendship. It'll help you out. So why is building a client relationship so important? Well, I'll tell you why it's important. Number one, they're probably going to need your services again. They're going to need repeat services and of course, you want to be that person they go to. Another reason why it's important to keep these relationships solid is because they may refer people to you. Of course they would. Why wouldn't they? Because they've been waiting for you. You've kept in contact with them. They know you. They know your smile. They know your face. They know you. And that's a great way to get referrals if you maintain these relationships with your past clients, which means they'll bring you commissions. So don't forget, we have a LinkedIn page for you. We have a Facebook page for you. We have an Instagram page for you and last but not least, we have a Twitter page for you. So if you want more information on this stuff, what the hell are you waiting for? Go check it out and don't forget to subscribe to this channel. If you have any questions or topics that you want us to discuss, come on, bring them on. We're ready to take them on. Hope to see you next week.