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Super Agent: Real Estate Success At The Highest Level by JoAnn Callaway, Joseph Callaway

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9 Keeping Your Client after the Sale

An agent once asked JoAnn for her best advice to get her business back on track. This agent was experienced and she had sold maybe ten deals a year for quite a while. She concentrated on buyers. We were negotiating a deal with her and had just dropped by her house with some paperwork. She and JoAnn were standing in the open garage, having just exited the kitchen via the laundry room. I was standing on the driveway listening to the exchange.

JoAnn asked, “Where are all your transaction files?” In Arizona we are required to keep paperwork for five years after closing.

The agent pointed at the far corner of her garage. There stood a stack of five or six cardboard storage boxes. She said, “Right there.”

JoAnn said, “Well, the first thing you want to do is put all those past clients on a database so you can get in touch with them.”

Horror crossed her face and she raised both hands in protest. “Oh, I don't ever want to talk to those people again.”

We laughed all the way home, but today it is deeply sad. This lady was terribly attractive, lived in a fine home, drove a nice car, and was very articulate. She always had a client or two working and made a fine living. But every day she had to get up and start all over again.

After maybe 20 years in the business she had nothing except for her current escrow and the expectation of a check when it closed. We had only been in the business a couple of years and already we had past clients calling with a new ...

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