You built a great relationship with them. Then they hired someone else.
You probably recognize this. They loved working with you. They love hearing from you. They even said they'd use you again. Then they do business with someone else.
Here's the reality from a recent NAR survey that Glenn McQueenie, a champion real estate coach, shared with me. It perfectly illustrates why this keeps happening, in every industry.
- 88% of real estate buyers say they'd use their agent again
- Only 12% actually do
- Typically only 16% of business comes from repeat clients
The Gap
It's not because they didn't like you. It's not because someone else was better.
It's because on the day they decided to take action, you weren't there.
Here's what actually happens. They decide "today's the day I need to do this." They need to scratch that itch NOW. Your competitor just sent them a link yesterday with an easy step to take. They click. Done.
They're not being disloyal. Their brain is just wired for: I need this solved NOW and here's an easy button.
We make the same mistake with marketing. You build great relationships at conferences, meetings, through referrals. People genuinely want to work with you. You're excited to follow up regularly. Then once in a while. Then nothing.
Six Months Later
They're ready to buy. But you went quiet three months ago. Your competitor sent an email last week. Guess who they call?
The universal truth most people forget:
- Prospects don't buy when you're ready
- They buy when THEY'RE ready
- If you're not visible in that moment, someone else will be
What system do you have to stay visible between "great conversation" and "ready to buy"?
Thanks to Glenn for highlighting this gap from the NAR data. 88% intent vs 12% follow-through perfectly captures why consistency over the long term beats quality of initial connection.
