Successful agents, whether they are brand new or have been in the business for years, have the same question: How do I retain my customers? With so many agents out there in the market competing for new business...it's imperative that you generate repeat customers to be successful. Remember, it costs at least twice as much to generate a new customer than it does to work with an existing one. If you feel that you are not retaining your customer base, ask yourself the following questions:
- Do you have an action plan for customer retention?
- Do you know the two reasons why REALTORS® fail?
- Do you understand the different stages of customer behavior?
If you answered "NO" to any of these questions then you most likely do not have an action plan in place for customer retention. By taking the time to understand your customers, you will be able to obtain new customers and retain loyal customers. One of the most important keys to success in real estate is to build a loyal group of customers. For additional information and guidance on this topic we have posted an article on our website entitled "Action Plan for Customer Retention".
I will take the time to implement an Action Plan for Customer Retention. My plan will include learning the different stages that my customers are experiencing in the purchase or sale of real estate. My Customer Retention Plan will be based on solid information. My strategy for obtaining and retaining loyal customers will be focused on customer service.
This week's document: Action Plan for Customer Retention