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How to Solidify Relationships With Your Commercial Real Estate Clients

By Jim Gillespie | March 13, 2012

One of the most important activities you can do as a broker is to stay in contact with your past clients, and continually follow-up with them to see if there’s anything else they need. So many commercial brokers make the mistake of dropping out all communication with their clients soon after they’ve closed transactions with them, and this paves the way for other brokers to begin forming more solid relationship with these clients.

In addition to continuing on with solid follow-up with your clients, consider sending "thank you" notes to them, too, showing them your appreciation for their business.

Two to four times a year, consider sending a "thank you" note to your clients similar to the following one:

"Thank you for letting me be your commercial real estate broker. I greatly appreciate the business we’ve done together, and I look forward to working with you again on our next transaction together."

This shows genuine gratitude towards your clients, and people love to work with others who express their gratitude towards them. In addition, this implies that there’s a continuing broker-client relationship that’s now in place with them.

When you combine this with you staying in contact with your people, keeping them informed, and asking them what more you can do for them, you have a simple yet powerful combination for getting more business. Combine this even further with giving your clients gifts 2-4 times a year in addition to socializing with them, then you’ll have an unbelievably powerful combination. All of this combined will have your clients feeling that you’re always their agent between transactions, and this is exactly where you want them to be.

But just for now, if you’re not giving gifts to your past clients and socializing with them, doing what I’ve initially recommended here is a powerful way to start solidifying your relationships with them.

So many brokers spend their careers constantly hustling for new business, and constantly hustling to find new prospects, but they’re not solidifying their relationships with their past clients to get constant, repeat business with them.

Don’t be one of those brokers.


If you’re interested in one-on-one coaching to take your commercial real estate brokerage business to the next level, click here to contact me.

"We own a commercial brokerage company, a real estate development company, and a property management company. With Jim’s help we’ve now substantially reduced our overhead, and have implemented a marketing approach that’s bringing us more quality transactions than we ever would have imagined."

Jeffrey Weitz and Matt Schweitzer
North Rim Partners

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