Most people think real estate is all about getting new clients. And yes, meeting new buyers and sellers is exciting. But here’s the real secret: the best agents don’t just close deals. They keep clients.
Because one happy client becomes five more. And in this business, trust travels fast.
So how do you make sure people don’t just remember your name but actually call you again? You treat the relationship like it matters, because it does!
Don’t disappear after closing
The closing table is not the finish line. It’s the start of what can be a long-term connection. I don’t mean weekly check-ins (no one wants that), but I do mean a handwritten card, a check-in call a few months later, or a reminder when property taxes roll around. People remember who remembered them.
Be the resource, not just the realtor
I don’t just help people buy homes. I help them find plumbers who won’t ghost them, roofers who actually show up, and neighborhoods that work for their lifestyle.
Whether it’s three months or three years after closing, if they need something house-related, I want to be the one they think to call.
Get specific
Blanket emails and mass “Happy Holidays” messages feel like junk mail.
Real loyalty is built when clients know you actually remember them. Their kids’ names. Their dog’s obsession with squirrels. Their patio renovation project. People don’t refer someone who made them feel like a transaction.
Be honest, even when it’s not fun
Want someone to trust you for life? Tell them the truth, especially when it’s inconvenient. Talk them out of the wrong house. Tell them when not to sell. Give them the full picture.
They might not love it in the moment, but they’ll remember you were the one who didn’t just tell them what they wanted to hear, and instead saved them from making a big mistake.
And most important: Keep it human
The best client retention strategy? Being a decent human being. Be kind, be thoughtful, and don’t take yourself too seriously. Real estate is personal. People remember how you made them feel long after they forget what the offer price was.
Repeat clients aren’t just lucky, they’re the result of effort, intention, and a genuine interest in people’s lives beyond the paperwork.
The smartest agents don’t chase volume. They build relationships.
Kelli Eggen
