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I hear a lot of Realtors say that all of their clients or customers become their friends. That makes me feel a little antisocial. I don't HAVE that many friends. Heck, I don't even want that many.  Some of my clients I wouldn't want as friends even though I think they are nice people.

That said, they do become acquaintances. At least unless I forget about them.  That is the crux of the problem I have and I have to find a way to fix it. Virtually all of those people have a good opinion of me.  The problem is that I really don't remember most of them or all that much about them for all that long. Some of them I only saw a few times but others I worked with for months.

From a business standpoint that really sucks.  I have, in the past, sent them a card during the year but I know that is not nearly enough. In fact it is quite lame. I think, in a general way, I know WHAT to do.

I'm not sure, though, I REALLY know how to go about it in a way that will be consistent (and effective from a business standpoint) year after year.  

I bought my house about 15 years ago. The broker I bought it from still sends me a letter at the holidays about his family - the ups and downs - the kind of thing you might send to relatives.  One thing this accomplished is that I still remember him. It has not, however, made me more likely to go back to him in the future. (That would be true even if I wasn't a broker now myself.)

I've been thinking of doing a "My Business" update kind of letter.  Kind of like the family letters the broker I bought my house from sends - only about my business. I'd like to send it 2 or 3 times per year.  Of course that means I'd have to come up with content so I'll actually have to DO something they would want to hear about aside from the typical market stats stuff. 

I guess others call this a part of their “working their sphere of influence”.  There must be a wide range of things agents do to “work” their sphere. I’m wondering about WHAT and HOW OFTEN the “work” part gets done.

 =========================================

 If you are in the market for a home in the Cherry Hill, NJ area, make sure you hire an agent who will work for you on your side of the transaction.

Paul Howard is the only Exclusive Buyer Agent having an office in South Jersey. Paul, owner of NJHomeBuyer.com Realty in Cherry Hill, is a member of the highly selective National Association of Exclusive Buyer Agents, representing buyers ONLY, 100% of the time.

If you are thinking about buying a home in the Cherry Hill, New Jersey area in the near future, call Paul at (856) 488-8444 or send an email for free information.

NAEBA put the E in EBA.

 

 

Paul Howard, Broker

NJHomeBuyer.com Realty

80 Barclay Center Suite 4A

Cherry Hill NJ 08034

856-488-8444

 

14 Comments on Getting new clients from prior clients - How do I....

FEB
20
2008

Paul, 

You have to decide to be friendlier and contact these people for the reason of socializing.  Not that you are going to go to lunch or a B-day party but, call and have a how you doing conversation. 

Get a MySpace page that is not about business and get every client and friend who has a MySpace to be your myspace friend.  Watch what they are doing and comment on the things going on in there life.  Visit mine http://www.myspace.com/jimmymccall I will be your friend.

I went to a seminar present by Bill Sparkman he said something to the effect, " I have two friends and I don't need another."  He stressed business is professional.  So, I tried that for awhile.  It was not much fun. 

Then I went to a Joe Stumph By Referral Only seminar and he preached the opposite.  Make freinds and gain more business.  Joe's approach is a lot more fun.  I am having conversations with people, who have or will do business with me, about evrything but Mortgages.  But I make sure they know I am the one they will come to or refer when the need arises.  A little reminder doesn't hurt.  I do it with a monthly post card.  Most of the time I hear anything about the card and I don't make it a priority to bring it up the postcard either.  I know they got it but it isn't important to them at this time.  But with consistancy and a hundred conversations in between, I will be on the top of their list.

I hope this helps.  But, make sure it is fun.
2:14pm • #1

Jimmy, That was a great response.  I never thought of using myspace like that.  GREAT IDEA.

Also, great myspace, space.

 
3:00pm • #2
549,274 Points 15 Featured Posts Outside Blog Called Shot Master
I really do think that a lot of it comes down to choice. Many of my clients started out as friends so it's a little different vantage point. But, I have earned some new friends... and I have some clients that I'd rather not have as clients again. It's the ebb and flow of business. You are right in that a letter is a great way to start... the key is you have to choose to do it. :-) Good luck.
3:16pm • #3
FEB
21
2008
164,581 Points 7 Featured Posts Localism Sponsor

Paul - This is definitely a task that you could outsource to a Virtual Assistant.  When we develop marketing plans for our clients, we always include past clients and what we will do for them on a consistent basis.  You may want to consider keeping your past clients on your mailing list to get your newsletter and Just Listed and Just Sold postcards so that they can see that you are doing business.  Feel free to contact us to help with this task.

~Renae
4:25pm • #4
FEB
27
2008
1 Featured Post
You could also send an anniversary card once a year on their closing date...it is a nice touch. I know my clients appreciate it.  Also, a phone call every once and a while doesn't hurt either.
7:33pm • #5
FEB
28
2008
864,691 Points 18 Featured Posts Localism Sponsor Attended Rain Camp Called Shot Master
Hi Paul:  We send 3 "unique" funny postcards to our past clients and then a x-mas/holiday card -- and an anniversary card the 1st year or 2.    We also send a letter to some soi people we know from the local chamber of commerce.  I am amazed at the response.  I also try to send out 3-4 handwritten notes a month to select past client or soi -- and try to schedule at least 1 lunch.  It definately works.
10:47am • #6

 

 Joan, I know how important this is but somehow I always find a way to put it off.  That has to stop (or start). Here is my new plan - I need a wife.  Actually that is not a new plan but I do plan to implement it this year and I THINK she will help me get that part organized.  I think to do what needs to be done will only take a couple hours a week.   I'm going to start by making sure I have all the addresses updated.  I tend to think hand written envelopes would be best - what do you think? 

11:10am • #7
164,581 Points 7 Featured Posts Localism Sponsor

You might want to consider sending out Thanksgiving cards instead of Christmas cards.  Christmas cards tend to get lost in the sea of all the other cards people get during that time of year. As a result, the effort is almost completely lost on the recipient.  Our clients have had a lot of success sending out cards at Thanksgiving, in essence, thanking them for their business or assistance in growing your business.  They are very highly received and are never forgotten.  Just a thought!

~Renae
3:17pm • #8

 

I would never send Christmas cards - only "Happy Holiday" cards or "Happy New Year" cards or something else generic.  I like the idea of sending on the purchase anniversary.   With a New Years card I could include tax tips.  I might even dig thru their home inspection reports and remind them to do something the inspector said they should do.  (change their air filter, make sure they grading near their foundation slopes away from the house, clean their gutters  ...etc).

3:31pm • #9
FEB
29
2008
142,381 Points 3 Featured Posts Localism Sponsor

Paul, you sorta sound like my husband, he doesn't need any friends either :o)  I am bad with faces and try hard to remember.  I like the comments about card, not holiday cards though because as mentioned, they get lost.  I like the monthly reminder card and I bought a bunch of St. Patty's cards because it is one of my favorite holidays. They are silly but fun.

Question, even if you weren't a broker, why wouldn't you use your broker again?  Just curious.
12:18am • #10

 

Cristal, I wouldn't use him because  I think basically he is an old time salesman. I made a low offer which he told me they accepted but when it came to signing it was a few thousand higher. He had told the seller I would pay it - and he was right. Under difference circumstances I would have walked away out of principal but at the time I couldn't afford to.  Plus, I find his yearly letters about his family annoying.  

 

(I'm so bad with faces that if I met you in the morning I might not recognize you if I walked by you in the afternoon.   The great thing is - I like meeting new people and this way I can do it all the time!) 
8:31am • #11
MAR
01
2008
123,741 Points 2 Featured Posts

Check out Craig Forte's program, "Service for Life". www.serviceforlife.com.

I was searching for something that made sense to me and when I realized 75% of my business came from referrals this program was it.  It gives you alot of info up front so you can make a decision without it costing you money.

Good Luck!
5:48pm • #12

 

Thanks James I'll check it out...it does sound like a LOT of reading though.  In what way did it change what you were doing before? 
6:03pm • #13
123,741 Points 2 Featured Posts

Paul,

Service for Life is about keeping in constant contact with your sphere of influence and past clients. It is a once a month newsletter of Insider tips for Healthy, Wealthy and Happy Living,(with some real estate thrown in).  The thing about it is it is designed to get your clients to call you and just to stay in touch.  I have heard many real estate guru's preach this "top of mind" theory where you have to be on the person's mind when they are ready to sell or buy or have a friend in that situation.  I have been using this system for 5 months now and it does seem to work.  I have gotten calls from people that were on my list but I have not talked to for tow or three years!
6:08pm • #14


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Paul Howard NJHomeBuyer.com Realty... 856-488-8444

Cherry Hill, NJ

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Paul Howard, Broker, NJHomeBuyer.com Realty 856-488-8444

Address: Cherry Hill , NJ

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