Letting & Estate Agent Podcast Why dont house sellers go back to the agent they bought from? - Ep. 2461
Jan 27, 2026
Tom Panos, a global real estate coach and commentator, shares sharp observations on why buyers rarely return. He explains that recency often beats presumed loyalty. He stresses building permission-based relationships and practical ways to stay front of mind through calls, SMS, email and meetings.
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Recency Beats Transactional Loyalty
- Selling a house doesn't create an entitlement to future instructions or business from the client.
- Recency of contact, not past transactions, determines who wins repeat business.
High Market Turnover Means Low Repeat Rates
- Only one in eight buyers return to the agent they bought from, revealing weak repeat rates.
- Over half of recent movers lived in their new home less than five years, increasing turnover and opportunity.
Nurture Permission-Based Relationships
- Maintain permission-based contact via phone, SMS, email and occasional meetups to stay front of mind.
- Treat the relationship as a privilege and proactively nurture it rather than assuming loyalty.