Managing real estate client communication

As a real estate sales agent, your livelihood depends on building and maintaining a network of prospective clients. You typically represent both buyers and sellers, and referrals are a primary source of new clients. As such, there is motivation to maintain a relationship with a client over the long term, assisting clients with the acquisition of their first house, and supporting housing transitions as needed.

Succeeding as an agent includes proactively managing client communication and client relationships — creating, in effect, a communication plan. This process begins by collecting and tracking basic details to optimize the client relationship. You can use some of this information to determine when and how to communicate with your clients. After developing a communication plan, you need to actively manage the client relationship.

As an agent, maintaining the appropriate level of contact assures your client that you are forward-thinking and looking out for their best interests. Although communication might be customized for client preferences, it is important to develop communication standards as a baseline for proactively managing the client relationship. In addition, the amount and delivery of communication will change based on your client's situation. To assist your client communications, develop standard templates and tools to increase efficiency and customize existing content to suit the specific needs of clients. For instance, as you identify client leads and update the client record you can collect required and additional information as needed. By using available tools and processes, you can actively manage your client relationships.

Applies to:
Excel 2003, FrontPage 2003, Outlook 2003, Word 2003