My wife, 2 kids, Copper the dog, and I lived in our “starter home” for 17 years.  It was a quaint, 3-bedroom Cape Cod with a fenced in yard that was beautifully landscaped…by my wife.  But with every passing year, our home began to feel more and more quaint.  We needed more space, and for a guy who is resistant to change, it was hard for me to admit it was time to look for a larger home.
We then had to select a realtor from a number of our acquaintances who have made realty their 2^nd career.  We chose Rebecca, whom we’ve known for 10+ years and whose daughter was in the same class as our son.
We embarked on the lengthy process of looking for a home that checked all our boxes: open concept, ensuite bathroom for the master bedroom, chef’s kitchen, finished basement, and 2-car attached garage.
But, this wasn’t House Hunters – and we couldn’t get all these features with our budget.  Rebecca, very patient with our lengthy search, graciously arranged every viewing, whether it be the first, second, or third for a particular home.  We made an offer on a home that we liked a lot, but a higher offer was accepted.  We were discouraged, but Rebecca stayed on the search.  She found another home that was almost perfect, we loved it, and our offer was accepted!
After the stressful process of trying to sell our current home and of course packing everything up, the day arrived when we could move into our new place.
The day we closed, Rebecca gave me a personalized sign for “my” new basement bar: McGuire’s Pub.  Yes, Rebecca made a nice commission on both the purchase of our new home as well as the sale of our old home, but this gesture was beyond thoughtful.
As Christmas approached, Rebecca sent us something else: a holiday ornament with the inscription of our new address on it.  And on every April 15^th, the anniversary of our move-in date, she sends us an anniversary card.
I recently read Frank Bettger’s How I Raised Myself From Failure to Success in Selling. While I don’t believe Rebecca read this book, she demonstrated four important concepts from it:

1. Find out what the customer wants and make them act on making it happen. Asking questions and listening gives you the opening you need to start your pitch. While a salesman can never know too much, you can certainly talk too much.
2. Realize that new customers are the best source of new business. Every customer has the potential to purchase again or refer friends and family.
3. Congratulate the customer on their decision to buy. Following a big purchase, it is natural to second guess. Congratulate a customer on their purchase and reinforce why they made a great one.
4. Sell them and don’t forget them. The sale does not end once you get paid. Stay in touch with your customers and continue to remind them why they bought from you.

It’s been over three years since we moved. At times, it still seems like we are on vacation. If had to do it all over, I’d choose Rebecca again. And I continue to recommend her to anyone looking for a new home.
Are you landing sales, but letting your customers forget you?

In his first REMAN U, the Market MacGyver pulls sales advice from his home buying – and home selling – experience. How do you make sure you stick with your customers for the long-term? Comment below or email Matt directly.