Never 'Close' a Client File

The industry has changed in a thousand ways since my beginning. Tech platforms rise and fall, and “market disruptors" come and go. But the one thing that remains constant is the profound significance of helping clients own their own homes.

A home is more than a transaction for the client; it’s the foundation of a family's life and a cornerstone of their financial success and generational wealth. It’s a victory for them and for you.

The day a transaction closes should be the day your responsibility shifts from negotiator and facilitator to long-term advisor. That’s why I never believed in "closing" a file.

The Fallacy of the "Done Deal"

Some brokers were trained to move on the moment the keys are handed over—they may add the client to their CRM and forget about them. The software takes care of the rest.

But that approach ignores a fundamental truth: A home is a dynamic asset. It grows with the family, it evolves with the neighborhood, and it represents a significant—often the largest—portion of a client's wealth.

Your clients deserve a high-touch personal relationship, for which you will earn a lifetime of referrals. The process requires what I like to call CRN: Customer Relationship Nurturing.

To walk away after such a victory—to truly "close" that file—is to miss the most rewarding part of the job: watching a client's success compound over time.

Beyond the Commission: The Advisory Phase

Don’t stay in touch with clients once a year just to "check in." Stay in touch because you are their keeper of all things real estate. Help them ensure their home remains the financial success they intended it to be.

• Nurturing the Investment: People should feel great about their homes. Help them see their equity not just as a number on a screen, but as a growing engine for their future. Show them how, when the value increases, so does their net worth.

  
  

• Neighborhood Intelligence: Check in to make sure they know about zoning changes, local developments, and market shifts.

  
  

• The Resource Network: Whether it’s a renovation to increase value or they’re thinking of selling or refinancing, clients need to know they have an "in" with you.

The Professional Standard

Being a professional in this business isn't about sitting back and waiting for the phone to ring.

It’s about the active, ongoing work of being a partner in your clients' prosperity. It’s about having the ability to say, "I am still here, and I am still looking out for your interests."

Don’t build your reputation on how many houses you sold last year. Build it on the long-term wealth and happiness of the people you’ve represented.

Until next time, keep your standards high, and your focus on the long game,

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About the Author: I am a retired real estate professional with a career spanning 45 years. Throughout decades of market changes, I remained dedicated to the idea that real estate is about more than square footage—it’s about the human experience. Today, I write about the lessons learned from a lifetime of helping people find the place that truly feels like home, hoping that sharing these insights will help the next generation of agents better serve their clients and find fulfillment in their own careers.

(C) 2026 Jeff Sorg