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Scott Bailey from Bailey's Real Estate in Singleton shares traditional real estate techniques that have sustained his family business for 27 years by focusing on exceptional client service rather than constant prospecting.

• Over-service your current clients and they'll do your marketing for you through referrals
• Focus on your top 20% of clients with regular, value-adding communication
• Send personalised, hand-signed auction invites at three stages: just listed, market update and just sold
• Anniversary letters with local café vouchers maintain connections years after settlement
• Follow-up calls should be direct and purposeful, always aiming to secure face-to-face appointments
• Offer three price brackets when appraising: below market, market value, and premium with improvements
• Begin meetings with "What's important to you?" to demonstrate genuine interest in client needs
• Implement a systematic communication schedule: settlement day, 24-hour check-in, 7-day follow-up, 180-day check-in, and annual contact
• Remember: "Complacency is our biggest enemy. The real estate industry is big, fat and lazy"
• Attention to detail and continuous improvement are essential for long-term success

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