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people at office meeting Many clients don’t fully understand the amount of work you do on their behalf behind the scenes. These are easy ways to pull the curtain away, showing you are providing great service. (Photo: Shutterstock)

“What have you done for me lately?”  Once you’ve got the client, the challenge becomes keeping the client, especially when recurring revenue from fee-based income is involved.

Realtors understand this challenge. Historically, there’s been a distinction between financial advisors and realtors.  For an advisor, when the prospect says  “Yes.  I’ll buy the stock,” the work is done.  The trade settles three days later.  For a realtor, when the prospect says  “Yes.  I’ll buy the house” the work is just getting started.  The realtor needs to keep the deal together through the mortgage and inspection processes and all the other bumps in the road before closing.

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