Nothing brings beauty to a yard like a green, leafy tree, but as any horticulturist can tell you, the health of a tree doesn’t start with what you see ... it starts underground. Trees need strong root systems to stay nourished and withstand droughts and storms. Similarly, your business needs deep roots to build resilience and weather tough times.

In real estate, relationships are your root system: They anchor your business through market shifts, personal challenges, and economic uncertainty. Here’s how to nurture client relationships that not only survive tough times but grow stronger because of them.

• Reply to inquiries quickly and thoughtfully. This shows customers you care about their journey and respect their time.

• Listen actively and ask meaningful questions to truly understand your client’s needs, preferences, and concerns.

• Empower through education. Share market insights, explain the process, and simplify complex concepts to build trust and confidence.

• Communicate clearly and often. Conduct frequent check-ins — even when there’s no news to report — to demonstrate your reliability.

• Set realistic expectations, and commit to telling clients what they need to hear (not just what they want to hear). It shows you’re invested in their success.

• Go the extra mile. Thoughtful touches, like a great loan officer referral or staging walkthrough, can transform the transaction into a long-term relationship.

• Send a thank-you note or gift to celebrate this major milestone.

• Follow up a few months after their move and on their anniversary, and stay in touch with useful content to help them protect and enjoy their investment.

• Host client appreciation events. Invite past clients to a holiday party, BBQ, or local event.

Nurturing client relationships requires an investment of time and effort, but when you watch your business deepen its roots and branch out with word of mouth and referrals, the hard work will be worth it.