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Your Value as a Realtor®: 7 Things Agents Should Do After a Closing Help agents dazzle past clients, cultivate customers for life, and increase referrals by becoming a long-term indispensable resource. By Lee Nelson A woman in her mid-60s inherited enough cash to purchase her first home. She had $80,000; however, it’s difficult to find a house for that price in her home town of Nashville. Enter William Willoughby, broker-owner at Music City Group Real Estate in Nashville, who came through for this buyer by finding a little HUD home that needed a water heater and other renovations. It was a good brick house in a nice neighborhood, but he just couldn’t put her in the home, shake hands, and say good-bye after the closing. He felt compelled to make sure she found the right workers to get the remodel completed in the 30-day deadline given by HUD. “I told her I would stay with her for 30 days and be her project manager. I lined up all the contractors to make it a home that she could live in,” Willoughby said. Since then, he has helped six of her family members in buying and selling homes. “Nurturing our past clients and making sure we are here for them is a top priority.” Treating clients well, even after the closing, can lead to 20 | Salt Lake Realtor ® | November 2023
more business and possibly a friend for life. Here are seven ways your agents can go above and beyond for their clients after a closing: 1.
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Automatically do seven-day and 30-day follow-ups. Tell agents to make it a standard practice and add these follow-up dates into their CRM or calendar. Agents should call their clients to see how they are enjoying their new home and ask if they need anything. Usually by then, people are elated they have made it through the process of finding a home and moving, Willoughby said. Remember special dates. Agents should make sure every past client is on their personal holiday card list. Consider mailing birthday cards or closing day anniversary cards, said Keith Bliss, broker-owner at Bliss Real Estate powered by eXp Realty in RaleighDurham, N.C. The number one rule is to stay in touch with clients the way they prefer you to stay in touch, he said.
