There’s endless speculation about interest rates these days.
How long will they hold?
When will they drop?
And what does it mean for the real estate market?
But while the industry hangs on every word from central banks, real estate professionals are missing a critical point.
There’s another “Interest Rate” that matters far more to your success. It’s not set by economists or impacted by inflation, but by you.
We’re talking about your interest rate in your clients, past, present, and future.
How real is your interest rate?
Real estate isn’t just about transactions; it’s about relationships.
And the strength of those relationships is determined by how much genuine interest you show in your clients.
Think about it, why do so many agents lose clients to competitors?
Often, it’s because they treated them like a transaction rather than taking the time to truly understand their needs.
Here’s how your Interest Rate applies to the three most important client groups you serve.
1. Past clients — Have you kept up?
Your job doesn’t end when the “Sold” sticker goes up or the keys are handed over.
Clients’ lives evolve, and so do their housing needs.
- Did your buyer outgrow the cosy two-bedroom you helped them secure five years ago?
- Is the neighbourhood still serving their lifestyle?
- Are they thinking of downsizing, but don’t know where to start?
The reality is that if you don’t take the initiative, they’ll move on, likely with an agent who did.
Maintaining contact isn’t about pestering people for a sale; it’s about keeping the lines of communication open and showing that their happiness in their home still matters to you.
Tracking anniversaries, life milestones, or even sending a friendly check-in are small actions that can have a significant impact.
Elevated interest in your past clients can turn them into repeat customers, brand advocates or both.
2. Present clients — How high is your engagement?
When you work with current clients, it’s easy to focus on closing the deal.
But great agents go deeper, they dig into what truly matters.
- Have you taken the time to understand your clients’ non-negotiables?
- Do you know the story behind why they’re selling or buying?
- Are you proactively anticipating their concerns and offering solutions before they’re voiced?
High engagement creates trust, and trust is what convinces someone to hire you over your competition.
When you show interest beyond the basics, you build a reputation as someone who cares.
It’s the difference between being an agent and being their agent.
3. Future clients — are you paying attention to trends?
Success in real estate means staying relevant, and that means being ahead of trends in your area.
Consider what prospective clients might want before they even reach out to you.
- Are lifestyle trends shifting demand toward family-friendly suburbs?
- Is there growing interest in low-maintenance properties or energy-efficient homes?
- Could rezoning or infrastructure changes in your territory be creating new opportunities?
Your ability to anticipate future needs shows prospective clients that you’re not only knowledgeable but genuinely attuned to what matters to them.
Being the first to provide relevant insights creates interest in you as a trusted advisor.
Interest at the core of success
The reality of modern real estate is this: people don’t want an agent; they want a partnership.
They’re looking for someone who takes an active interest in their goals, offers personalised advice, and sees them as more than just a commission.
This isn’t just nice-to-have.
It’s critical.
Far too many agents simply put up listings or snap a quick photo for Instagram.
But the real leaders in our industry go above and beyond because they understand that competitive advantage doesn’t just come from knowing the market, it comes from knowing the client.
The competitive question
How does your Interest Rate stack up against your competitors?
- Do your past clients remember your name fondly, or do they struggle to recall who sold them their home?
- Do your current clients feel seen and heard, or are they just one of many open tabs in your browser?
- Are future clients excited to call you, or are they still waiting for you to call them first?
It’s easy to think you’re doing enough, but the most successful professionals constantly reflect and refine their level of engagement.
Time to adjust your interest rate
Unlike the central bank’s interest rate, you have complete control over this one.
Take a moment to reflect on your relationship with your clients, past, present, and future.
Are you giving them the level of attention and care that will set you apart from everyone else?
Now is the time to raise your Interest Rate.
Because in the end, homes may sell themselves, but the partnership is what brings clients back.
Your move: How can you elevate your Interest Rate today?
Reconnect with a past client, ask a current client about their long-term goals, or spend time getting to know trends in your area that future clients will value.
These small steps will create a lasting impact.
Start showing the Interest Rate your clients deserve, and you’ll see your business grow faster than any rate cut could promise.
