What Happens After the Close Is What Makes You Referable
One of the best pieces of advice I ever got came from one of my first sales managers in real estate.
At the time, I was doing rentals. Fast transactions, quick turnarounds, and a large client base. Some agents were closing three or four deals a week.
So how do you build a referral business in a world that moves that fast?
My manager said it’s what you do after it closes. Once the lease is signed and move-in day comes, stop by or give them a call. Most people don’t because something almost always goes wrong. But he said, be the one thing that goes right.
So I did. I’d call or stop by on move-in day. Sometimes the apartment wasn’t painted or the key didn’t fit, but I always showed up. It helped me understand potential pitfalls and how to prevent them for future clients.
And wouldn’t you know it, those renters became my first buyers. And they referred me to their friends.
What you do after the deal is done is what people remember most.
