“What have you done for me lately?” Once you've gotthe client, the challenge becomes keeping the client, especiallywhen recurring revenue from fee-based income is involved.
Realtors understand this challenge.Historically, there's been a distinction between financialadvisors and realtors. For an advisor, when the prospectsays “Yes. I'll buy the stock,” the work isdone. The trade settles three days later. For arealtor, when the prospect says “Yes. I'll buythe house” the work is just getting started. The realtorneeds to keep the deal together through the mortgage and inspectionprocesses and all the other bumps in the road before closing.
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