Best practices for starting and keeping client relationships

How to take that extra step while staying authentic
  • During a panel at Inman Connect San Francisco, Matt Beall of Hawaii Life real estate and Houston Realtor Jena Casey outlined three things to help build and keep client relationships.
  • Casey keeps tabs on her former homebuyers and asks them to update her on the state of the house.
  • Beall said he'll massage a lead before handing it off to an agent, stressing the importance of learning a client's behavior before taking the dive.

Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel

SAN FRANCISCO -- Client relationships -- everyone talks about them, but they don't necessarily maintain them to the best of their abilities. Sending clients texts on their birthdays or befriending them on Facebook shows that you're at least attempting some sort of relationship, but being extra nice and attentive isn't something most people plan out. Having a spreadsheet of clients' interests, birthdays, family members and the last date you've spoken with them might sound like a lot of work, but according to Jena Casey of Intero Real Estate in Houston, that's exactly what to do if you want to increase referrals. "I’m not building my business off my first $15,000 check," she said at Inman Connect San Francisco. "I have a family business that I'd like to hand over to my son one day, and I want first-time buyers working with my son." So how does she make sure her family name will hold even more weight in 20 years than it does right now? Along with Matt Beall of Hawaii Life re...