The real estate market is hot. There’s no doubt about it. In fact, the chief economist for the National Association of REALTORS® (NAR), Lawrence Yun, noted in May that there were more NAR members than listings in the marketplace—an extremely rare event.

Still, despite this inventory shortage, many agents have had their hands full between serving their clients and keeping up with their current transactions. What’s the secret to their success?

The top-producing agents in this market are the ones prioritizing service beyond the sale. That’s because in a market where everyone is competing for leads, the agents who have spent years nurturing client relationships are more likely to receive referrals—which is the highest quality lead—than agents who disappeared after the contract was signed.

To get ahead in a hot real estate market, you must consistently provide your database with value in order to build relationships…

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