Only 12% Use the Same Real Estate Agent Twice

Let that number sink in: only 12% of clients use the same real estate agent again.

The other 88%? They disappear, quietly. Not because the deal fell apart or the agent dropped the ball completely; but because the agent was forgettable, replaceable, or worse: untrustworthy. And that’s the brutal truth of this industry.

Why Aren’t Clients Coming Back?

It’s not about the free moving boxes or the branded coffee mugs. It’s about what happens; or doesn’t; after the sale.

Most agents treat the closing table like the finish line. But to a client, buying or selling a home is personal. Emotional. Stressful. And when they realize their agent was only in it for the transaction, it leaves a lasting impression.

You don’t earn repeat business by simply doing your job. You earn it by doing what most agents won’t:

• Telling the hard truth, even if it risks the deal.

• Guiding clients through decisions, not just paperwork.

• Offering real advice, not sales scripts.

• Giving choices in lenders, inspectors, insurance not just pushing the companies who sponsor your happy hours.

• Education and taking advantage of PropTech to help Buyers and Sellers.

Let’s Call It What It Is: A Trust Problem

This isn’t about CRM reminders or sending a birthday text once a year. It’s about whether your client feels like they were actually cared for.

Did you explain the fine print?
Did you lay out their options without bias?
Did you follow up after closing just to check in without a pitch?

If not, why would they call you again?

New Agents, Listen Up

You don’t need a decade of experience to build a loyal client base. You need integrity.

Be different from day one. Your reputation starts with the very first buyer or seller you help.

Here’s how you stand out:

• Be transparent. If you don’t know something, say so then find out. There are endless tools at your finger tips.

• Be protective. Don’t just help your client buy the home. Help them avoid the wrong one. Tell clients what you know.

• Be honest. Even if it costs you a commission.

• Be present. Especially after the deal is done.

Smart AF Real Estate Is Built on This

We're not here to charm our way into a paycheck. We’re here to protect buyers. To empower sellers. To give people the full picture; not just the pretty one.

The agents who thrive in this new era? They aren’t better salespeople. They’re better humans.