sphere marketing: How to keep old clients when you're looking for new business
- 06/10/18 11:00 AM
We spend so much time talking about the importance of repeat business and referral business… but the reality is that MOST agents have still not come up with the right way to keep in touch naturally over the long-term. The result? Will your clients hire you the next time you buy or sell your home? Are you sure? After closing, 70% of sellers say they would “definitely” use their agent again — but only 25% of repeat buyers and sellers actually do. We aren’t here to lecture you. Creating one client for life relationship is tricky enough, and aiming to keep in close … (2 comments)
For decades, agents have been happy to take on unexpected sellers who called from out of nowhere. The common wisdom was that agents had two main options when it came to winning listings: they could target one-on-one sellers by looking at FSBOs and Expireds or the whole neighborhood by farming with direct mail efforts. The third option — the holy grail — was to land referrals and repeat clients — but as the NAR reports*, fewer than ¼ of sellers call the agent they used last time.
“Fewer than ¼ of sellers call the … (13 comments)
sphere marketing: Get specific with your sphere: 3 ways to win more referrals
- 05/10/17 12:22 PM
The ads and flyers you run to your geographic farm often act as an introduction to you, your brand and your business niche. It’s acceptable (and expected) that your Just Listed flyers explain who you are and what you do.
But when it comes to marketing to your sphere — the people who know you best — it’s important that you work to reinforce your value proposition, not introduce it. Because while a refrigerator magnet with your face and email on it may be a suitable giveaway for 500 people in your farm, it’s a weird gift to offer the cousin … (25 comments)
sphere marketing: How strong is your sphere? 10 tough questions to ask
- 05/08/17 02:28 PM
The business of getting business from the potential gold mine that is our sphere continues to be a strong conversation. NAR's 2017 Home Buyer and Seller Generational Trends report claims referrals remain the way that most buyers find their real estate agent
Consistent with 2016 findings, 88% of buyers say they would use their agent again or recommend their agent to others. To break it down further, sphere referrals were higher among younger buyers such as 36 years and younger (52%, up from 46% last year) and 37 to 51 (39%) compared to older generations
The data indicates SOI business is alive … (10 comments)
sphere marketing: Too close to close: Not everyone in your SOI is a client
- 04/27/17 04:36 PM
Your brother-in-law was the best man at your wedding. He emails you Fantasy Football stats three times a day… but he may not want you to know he cashed out his 401k a few years ago to make ends meet. You have a monthly barbecue with the neighbors, but tensions can run high when discussing vacations plans and how you’re planning to pay for college in a few years. Your financial planner knows everything about your earnings, savings and long-term retirement planning — but she may not be ready to share their financials with a client. One strange thing about being a … (20 comments)
For many agents, the answer to that question is “no.” Stats show that 46% of leads never receive a follow-up, meaning that many agents are spending thousands of dollars on leads that never lead to anything.
If you're one of the "no's", no judgment =), let's prioritize your leads and investigate daily tools and apps that help you efficiently follow up with the right people at the right time. Below is a quick overview of how a platform with … (7 comments)
We spend so much time talking about the importance of repeat business and referral business… but the reality is that MOST agents have still not come up with the right way to keep in touch naturally over the long-term. The result?
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