Understanding Our Clients' Needs....Even After The Sale
Do you run a tranactional business, or a relationship business?
If you're truly successful, I'd say there's a 99% chance you run a relationship business. A drip marketing campaign with a generic "happy birthday" each year is not building a relationship. Taking interest in your clients and helping them after the sale is the surefire way to build a good referral business and make your clients your "clients for life" ---- great post here from Karen!
Understanding Our Clients' Needs....Even After The Sale
We all pride ourselves on listening to our clients' needs. Every success story seems to include some element of how the agent listened carefully and was able to create a positive outcome.
That's great!
We also hear about how we all keep in touch with our past clients. Also good! But what does that follow up consist of? Are we still asking the relevant questions?
Of course we can't help but form a friendly relationship with our clients, and some do become friends. But when we follow up after the close, we are doing it with a purpose....we are looking for new business. This involves questions...the same kind of questions we used in the beginning.
We show our professionalism by continuing to show concern for their needs. Has anything changed? Are children happy in their schools? Are there new family members? More kids? parents moving in?
This is not about listing the home or pushing a move. But we are showing our ongoing concern for them and their housing needs.
Call with purpose! Hello and keeping in touch in a friendly manner is fine, but make sure we continue to ask questions. Many slogans say "your agent for life," this is a part of that promise.
KAREN FIDDLER Dre no. 01494165
Broker/AssociateHÔM SOTHEBY'S INTERNATIONAL REALTY M 949.510.2395 KarenpFiddler@gmail.com
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