The relationship-driven client acts as though they want you to stay with them as they move forward. Fred called me out of the blue and asked me to help him and his wife find a house. They were moving from another city and had some definite ideas about which houses they wanted to see. I showed them the ones they had picked out. They were not thrilled.
I picked some out for them and they liked them a lot. They went for a Toll Brothers home here in Naval Square and really took over the negotiations themselves. It settled 14 months later, a really long time. But we've been friends ever since. They kept in touch with me through the whole process and we got together whenever they came to town to take care of some business. We still socialize and they ask me for advice and make a point of referring me to their friends.
This reminds me I have to call them up and go out for dinner.
I'm trying to create savvier real estate customer. Is this working?
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