5 Reasons You’re Losing Clients (And Don’t Even Know It)
It happens to the best of us. You see a hot lead come in, you reach out, and then….crickets.
Your first instinct is to probably write it off as a bad lead. But the truth is, “ghosting” could be a sign of a larger issue.
From the smallest mistake to a bigger picture problem, there are a number of reasons real estate agents lose clients before they even get a chance to talk to them.
Here are the top five.
You’re Out of Touch with the Market
Sure, this may not be your first rodeo. But even veteran agents can come across as an amateur if they aren’t in-the-know on what’s happening in the market, especially with how fast things are moving these days. Inflation, recessions, and talk of housing crashes are filling up feeds on a daily basis. When a client hires you, they trust you to be a market expert AND a real estate pro. This means staying up on local and national real estate trends, news and insights.
Not only does keeping current make you better at serving your clients, it will make you a more confident agent. An easy way to keep yourself and your clients in the loop is by subscribing to real estate news sites like Keeping Current Matters.
Add the articles to your website, share them on social media or follow up to a client’s question through email. This is a great way to stay fresh and prove yourself as a relevant and reliable real estate expert who cares.
Your Commission Doesn’t Match Your Value
Any commission-based job can automatically get the stigma of being too salesy (ahem, car salesperson). Commission objections are a frustrating reality of the job, but an easy way to combat this is by making sure your clients know you are the trusted real estate advisor in your area.
Become a market expert, know your neighborhood and constantly monitor trends and insights. You can do this easily by keeping up on the latest insights, getting involved in your community, becoming a regular on Nextdoor.com, and signing up for your local board of Realtors’ market updates. People will always pay a premium for a high-quality experience.
You Bit Off More Than You Could Chew
You took on one client too many, and there aren’t enough hours in the day to cover everything you need to do. You slip up once or twice, and before you know it, a client has walked away. Raise your hand if this has happened before.
Ambition is an admirable quality, but it can backfire if you have way too much on your plate. There’s nothing wrong with wanting to help as many people as possible achieve the dream of homeownership, but it’s most important to make sure every client is getting your absolute best always.
That way, you’re the agent they recommend when asked, “who’s the best agent in town?”
Your Website is Outdated
If your website looks like it was built circa 1999, it’s probably time for a reboot. According to Business.com, 75% of consumers admit that they judge a business’ credibility based on their website design, so an outdated or poorly navigable website can turn away even the warmest of leads.
Thankfully, it’s easy to keep your marketing modern with today’s resources. Unlike the old days, you don’t need to spend $2,000 hiring a web developer to build it out for you. Tools like Squarespace, Wix, Weebly and Placester make it easy to build, customize and maintain your own website for 1% of the cost of what you would pay a professional. You can even easily link it to your KCM membership to get content automatically added on a daily basis.
If clients are checking your website first, they’re checking your social media next. Instead of filling your feed with real estate memes and home decorating tips, keep it professional by positioning yourself on social media with:
Housing market insights
Client success stories
Yes, it shows that you’re social media savvy. But mostly, it shows that you care about your profession, your clients, and your community. Now, that’s a hat trick no other agent can compete with.
Pro tip: Get ready-to-share graphics, captions, and hashtags every week with KCM Social graphics, the easiest way to keep your feed looking up-to-date on the latest insights.
Sometimes the simplest faux pas can result in a big listing loss. By avoiding these common mistakes, you could not only keep current clients but also make yourself more appealing to future ones.
Remember, recruiting new propsects costs five times as much as retaining the ones you already have.
Building and nurturing relationships through content marketing is an easy way to make sure you stay the trusted advisor for your clients. Keeping Current Matters makes this easy with ready to-share market insights that position you as a real estate expert.