In sales, we hear about the 20-60-20 rule: 20% of people you meet will always buy, 20% will never buy, and 60% are on the fence, waiting for you to tip the scales in your favor. 

The concept is widely accepted for initial sales, but we rarely apply it to ongoing relationships or repeat business, and we should.

Many of us assume that once someone buys from us, they’re automatically in the "always-buy" category. In reality, the 20-60-20 rule resets. Once they become a client, that 60% in the middle still requires your attention, effort, and value to keep them coming back. The goal isn’t just to get a client. It’s to keep them. 

How do we turn a single sale into a loyal client? In this episode, I talk about the 20-60-20 rule, how it applies to your business and what it takes to have long-term success in sales.   

 

The best testimonial from a client is when they give you more people to call because you did a good job. -Remington Ramsey

 

Things You’ll Learn In This Episode 

• Proximity beats proficiency   Why are you more likely to get business from someone by being in front of them, even if we’re not good at the job? 
• 3 steps to creating a loyal client  How do you make sure that you get a client to use you over and over again, and also want to tell others about you?
• The sell doesn’t stop at the sign up  Many salespeople relax once they’ve got the client. Why is this an expensive mistake? 

 

About Your Host

Remington Ramsey is a dynamic keynote speaker, entrepreneur, and visionary in the world of real estate. As the creator of "Real Producers", a widely acclaimed magazine connecting top agents and industry leaders, Remington has built an impressive platform dedicated to celebrating and elevating the real estate community. With a passion for motivating and mentoring, he’s shared stages with some of the biggest names in business, helping professionals break through barriers and reach new heights. When he’s not busy being a real estate guru, Remington is known for his contagious energy, practical wisdom, and a good dose of humor—because let’s face it, navigating life and business requires both grit and a sense of humor. With multiple successful ventures under his belt and a reputation for engaging storytelling, he has the rare ability to make even the driest industry stats sound exciting.

 

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