Buyer Edge™ · Solo Agent Academy
For about six months after closing, your buyer is the loudest advocate you will ever have. Most agents are already on the next transaction.
Not what this buyer gets. What every one of them gets, including the ones whose transaction goes badly.
Something you could be held to on a bad week.
The words they'd say to a friend at a barbecue, not the ones on your website.
Why buyers are different from sellers
A seller refers other sellers, and people sell every eight to twelve years. A buyer refers other buyers — and buyers cluster. First-time buyers know other first-time buyers. People who just moved know others moving.
They are also talking about it constantly, because it is the biggest thing happening in their life. That window is short and loud, and it closes.
Nobody refers you by describing a smooth transaction. They tell a specific story about a specific moment. Decide now which moments those will be.
Two or three, not ten
A gesture you manage on half your buyers is a mood, not a service. Pick the moments you would still deliver during your worst month, and let the rest go.
Buyers refer the agent who made them feel prepared. Most of that feeling comes from things they can look at again later.
Thoughtful beats expensive, almost every time.
Mark what you actually do, not what you intend. The pink bar is roughly how likely a buyer is to be talking about you at that point. The blue bar is whether you're there.
A homeowner needs things. Every one of these is a reason to be in touch that doesn't sound like you want something.
The last word
Buyers do not refer you because the transaction closed. They refer you because of a story they can tell in one sentence, and because you were still around when someone finally asked them the question.
The first six months are when they are asked most often. Everything after that is holding the door open.