Study of how to develop client relationship in real estate agent industry.

Abstract

The purpose of this paper are to let real estate agents explore the approaches to develop relationship with clients and retain those clients be more engage with a particular agency and also to share the useful knowledge about building client relationship in real estate agents to who are interested in this research. In order to find a marketing practices to develop client relationship in real estate agents, the qualitative research method was used to collect the data from sample group. An interview was conducted with fifteen interviewees, who have been working in a leading real estate agency in different departments, to compare and contrast the client’s relationship marketing practices in different real estate services and prove that research result can be applied in all levels and positions. The findings of this study demonstrate that real estate agent is no specific pattern to develop relationship with clients. Different type of clients and different type of services are required different practices to dealing with the clients. The research result shown ten marketing practices are usually applied by agents in order to develop clients’ relationship in each stages since a pre-relationship stage until a stable stage