One of the first tenets of growing your business is understanding that taking care of the clients you already have is much easier and more rewarding than chasing after new clients. After you have done your work on Knowing Your Clients, you will have a good start on showing your clients how much you appreciate them.

For example: One of my clients is a pilot who loves flying all over the country and attending festivals with other pilots. I found the perfect book for him on just that subject, and he was thrilled.

Another method I have implemented is that when I see an article I know a client would appreciate, I make a copy and send it off to them with a personal note. I almost always get a phone call back, giving me another opportunity to build new relationships or enhance already-existing ones.

This past year, I personally received from various people at least 2 dozen magazine ads promoting M & Ms with the name Anna Banana on them! Did I appreciate getting them all? You bet I did! It gave me a great feeling that so many people took the time to think of me! And it made me aware, once again, that my brand was getting the recognition I had envisioned so many years ago with my coach.  

Some years for Easter, I choose between 30 and 40 clients and make up baskets for them related to their hobbies or interests. Now granted, this is a big project and we don't do it every year on such a huge scale. You can do something similar, beginning on a smaller scale at first, such as sending holiday cards with personal notes.

On a regular basis, I take one or two clients out to lunch or dinner every week. This gives us special one-on-one time, and it's so nice to catch up with them, especially if I haven't seen them in a while. It also keeps me on their radar if they hear of someone who is thinking about buying or selling real estate.  

I also ask them to call me if they think I can be of service to their friends and family. This works, but only if you teach them how to refer you and consistently, boldly, and confidently ask them to help you build your business. Of course, you don't simply want to go into those conversations with your hand out; remember to show them how much you appreciate them and their assistance.  

Client parties are also a hoot! Many times a year, I invite small groups of 6 to 8 like-minded clients to my house for a dinner party, pool party, or happy hour. The idea is to just relax, have fun, and connect. It may look like some gals getting together to create Valentine baskets for a fundraiser, or perhaps a wine and cheese party, or a game of Cash Flow. Whatever seems to be a good fit for the clients is what I create. We've had some pretty wild parties over the years - and a whole lot of fun!  

Your job is just to start ... small or big! Whatever you do, just start appreciating your clients in a way that works for you and fits your budget. I know beyond a shadow of a doubt that you will be amazed by the referrals you receive. And in my mind, the far greater gift is the relationships that are being deepened and created as a direct result of your taking the time to care about your clients!

Next time we'll discuss Building Your Brand.  

Until then ...

Anna Banana

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PS: Do you live in the Phoenix, Arizona area? Are you thinking about making a change in real estate companies? Give me a call at 602-595-8900 or e-mail me at anna.banana@cox.net. Let's talk about ways you can create your own client appreciation campaign - and how I can help you grow your business. JDI

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