A repeat client is someone you’ve worked with before – they already know you, like you, and trust you. These appointments often feel more relaxed compared to meeting a new prospect for the first time.

Why?

  • The relationship is already established.

  • There’s a history of successful transactions.

  • The trust barrier has already been crossed.

Instead of spending the bulk of your time proving your credibility, you’ll likely spend it catching up on life events, discussing their current property needs, and updating them on market trends.

Handling Repeat Client Appointments

Even though repeat client meetings can feel casual, it’s important not to become complacent. Here’s how to make them count:

1. Reconnect Personally

Start by genuinely catching up. Ask about their family, work, and life since you last worked together. This reinforces the relationship beyond just real estate.

2. Highlight New Value Since Your Last Transaction

If it’s been several years since your last deal together – say, seven to ten years – don’t assume they know how your business has evolved.

You could say:

“Since we last worked together, here are three new things we’ve implemented that have been helping our clients achieve even better results…”

Examples might include:

  • New marketing strategies (e.g., targeted social media campaigns)

  • Enhanced property presentation (e.g., professional staging services)

  • Advanced negotiation techniques backed by recent successes

3. Position Yourself as Their Go-To Expert

Even though they’re already a fan, your goal is to reinforce that you’re still the best person to handle their sale. Share recent wins, client testimonials, or market insights that show your continued expertise.

Why Repeat Clients Are Gold for Your Business

In real estate, acquiring a new client is often far more costly (in time and marketing spend) than retaining an existing one. Repeat clients not only save you on acquisition costs — they’re also more likely to:

  • Refer you to friends and family

  • Work with you on multiple transactions

  • Trust your recommendations without excessive pushback

By treating repeat client listing appointments with as much professionalism as your first meeting with them, you keep that door open for future opportunities and referrals.

Pro Tip: Before every repeat client appointment, do a quick “success audit” of your business. List 3–5 ways you’ve improved your service or results since you last worked with them. This ensures your conversation highlights fresh value, not just past achievements.

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