In psychology, the Zeigarnik Effect* states that people remember uncompleted or interrupted tasks better than completed tasks. Here’s how real estate agents can put that effect to good use with client interactions:
- The end of a real estate transaction should not be viewed as a completed task. Rather, adopt a mind-set that the task is never completed.
- Today’s consumers are conditioned to receiving many touch points before and after a transaction. Stay in touch, and stay relevant.
- Establish a goal such as “I want to have a wonderful and productive life in real estate.” Doing so will put you in constant flow to an ongoing task.
- The result of a never-ending set of client relationship tasks will feed a perpetual sales pipeline.