6 Client Retention Strategies That Never Go Out of Style

Louisiana Realtors • July 22, 2022

6 client retention strategies that never go out of style

by Bernice ross

 

To delight clients and keep them for life, it's vital to understand what they really need and want. Having a successful real estate practice requires more than just lead generation. You still must be able to convert that lead into an appointment, the appointment into a signed listing or offer, and then close the transaction. If you are ready to close more deals while also creating customers for life, these six real estate basics are musts. 


  • 1. Referrals: Still the No. 1 source of business

    According to the 2021 NAR Profile of Home Buyers and Sellers:  Sixty-eight percent of recent sellers used an agent who was referred to them or used an agent they had worked with in the past to buy or sell a home.


    To make sure you receive referrals, you must always be top-of-mind with those you have done business with in the past. Do this by communicating with them regularly, providing information about homeownership issues (not just purchase and listing information), as well as keeping them posted on legal or other changes. 


    The “keep-in-touch” strategy has always worked in the past and works equally well today. 


    To keep your connections strong, contact them in person at least three to four times per year, and at least monthly using social media or other types of digital communication. 


  • 2. Inventory knowledge never goes out of style

    No matter what your experience level is, maintaining a strong knowledge of inventory is critical for real estate success. Top agents can rattle off comparable sales and correctly price properties without ever having to look at the comparable sales. 


    Your clients want to know they’re hiring an expert in their area. Having a strong knowledge of local inventory is one of the best ways to demonstrate this expertise.


  • 3. ‘Enough about you. Let’s talk about me!’

    How many questions did you ask the sellers on your last listing appointment? How much time did you spend interviewing your last set of buyers before you took them out to look at properties? Instead of focusing on you or your company’s achievements, focus on them. 


    To do this, always interview prospective buyers and sellers to learn what is important to them about their lifestyle, not just about the property they will be buying or selling. In addition, be sure to take notes on what they say. Taking notes shows your client you care enough about them to write down what they say. It’s one of the most powerful ways to build a connection that leads to trust and closed transactions. 


    Always remember the old acronym WIIFM — your clients aren’t interested in your achievements. Instead, they want to know, “What’s in it for me?”


  • 4. Conduct a post-close survey after every transaction

    This approach works together with the Seller Guarantee of Services. It is also an excellent way to increase customer satisfaction. Companies using post-closing surveys often have approval ratings that hover in the 95 percent range. 


    The surveys also help both agents and companies discover how to provide better service in the future as well as reducing litigation. When a client is unhappy with the company’s or the agent’s service, a post-closing survey allows the issue to be addressed before it escalates into a lawsuit. 


  • 5. Be the go-to resource for the best service people in the business

    Back in 1997, the company I worked for launched a “concierge” program that allowed our clients to find the best-qualified contractors, mortgage brokers, title officers, and other service providers in our area. 


    If you (or your company) have not already done so, create a list of qualified contractors and other transaction support people who provide quality work at a competitive price, especially if they have done work for you personally. 


  • 6. Top priorities for sellers

    According to the 2021 NAR Profile of Buyers and Sellers, Sellers place the highest priorities on the following five tasks: 

    • Price the home competitively (21 percent)

    • Help market the home to potential buyers (20 percent)

    • Sell the home within a specific timeframe (16 percent)

    • Help fix the home to sell for more (16 percent)

    • Find a buyer for the home (12 percent)


    In recent years, helping a seller understand how to fix up the home for sale has become more important to sellers.


    Make sure that you become an expert at providing help in these five areas that matter most to today’s clients. 


The bottom line is that real estate is still a face-to-face business where good old-fashioned personal connection, trust, market expertise and top-notch service never go out of style.

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2025 Fall Governance Meetings Recap

By Louisiana REALTORS®  • October 17, 2025
Louisiana REALTORS® wraps up 2025 and looks forward to 2026! Louisiana REALTORS® gathered in Baton Rouge from October 7–8 for the 2025 Fall Governance Meetings, a dynamic two-day event filled with professional development, strategic planning and member engagement. The day before the conference offered the conclusion to the 2025 LR Leadership Program with participants graduated from the yearlong program after a half-day session. The 2025 graduates include: Torri Byrd, Shawn Carter, Bradley Cook, Stefany Deroche, Mignon Richard Díaz, Alfra Dixon, Thaddeus Dixon, Glen Elliott, Yvonne Graham, Charlotte Johnson, Michelle LaBanca, Slagle McGuffee, Ellen Monroe, Matt Noel, Ros Pack, Tiffany Pellerin, Latonia Riggs, Shannon Rodi Nash, Trish Skellham, Rebecca Slone and Charlotte St. Romain. Additionally, a sold-out, full-day AI-Powered Real Estate Professional Certification course led by industry expert Matthew Rathbun blew away attendees and had them leaving the session with such invigoration. The first official day of the conference held focus on professional development and networking. Tuesday opened with an informative session entitled Professional Liability 101 from Rice Insurance Services Center, offering critical insights into E&O and risk management. RPR's session brought a wealth information to attendees and offered a hands-on learning experience for the tools offered online. Targeted sessions like the Local AE Meeting and the YPN Advisory Council Open Meeting provided space for peer exchange and innovation. The day concluded with a festive Opening Reception sponsored by Louisiana YPN, bringing members together to celebrate and connect. The next day offered collaboration and celebration with Closing the Affordability Gap, presented by the Louisiana Housing Corporation, equipping REALTORS® with tools to better serve clients in today’s market. Regional caucuses followed, allowing members from across Louisiana to discuss local issues and share best practices. The Board of Directors Meeting brought the governance portion of the event to a close with strategic decisions for the year ahead. At the Board Meeting, Chris Brock, Northeast REALTORS® of Louisiana; Trish Leleux, Greater Central LA REALTORS® Association; Synde Devillier, Bayou Board of REALTORS®; Scott McCubbin, Bayou Board of REALTORS®; Amber Morrow, Greater Fort Polk Area REALTORS®; and David Moses, Greater Central LA REALTORS® Association; were elected as 2026 At-Large Directors. The grand finale? A spirited LSU Pregame Fan Experience and the highly anticipated Installation Ceremony, where new leadership was formally welcomed in a celebration of community and commitment. Louisiana REALTORS® looks forward to hosting REALTORS® from around the state at the Winter Leadership Conference, March 3-4, 2026, at the Live! Casino & Hotel in Bossier City. We would like to thank our sponsors Greater Baton Rouge Association of REALTORS® (GBRAR) , Zillow , Dax Roy Appraisals, Supra, American Home Shield, Guard Home Warranty fo r their generous support in helping make this conference happen!
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