Your sphere is your best source of business — but sometimes, repeat business or referrals slip through the cracks before you’ve had a chance to get in touch. Is it really possible to keep up-to-date with hundreds (or even thousands) of contacts in your database?
When we asked “Rainers” how they manage to get business from their sphere in this contest, several bloggers mentioned that they get out their greeting card collection or personal stationery when they truly want to make a big impact with the top prospects they know best.
Here are three examples of how you can shine using handwritten notes.
1. Save the anniversary
If you’re lucky enough to know Chesterfield, Virginia, agent Woody Edwards, then you’ve definitely never missed a wedding anniversary. Here’s how Woody helps his sphere stay in each other’s good graces:
I mail an anniversary card to arrive 3-4 days before the actual anniversary. One of the couple usually forgets that it is approaching, but it arrives in time for the present or flowers to be bought and make them look good!
I have gotten several calls from husbands, and a couple of wives, thanking me for reminding them! If they don’t call you, you have a reason to call them a couple days after the date and see what they did for their anniversary.
2. Don’t wait for a reason to send a quick “hello”
While birthdays and anniversary cards are fantastic, you don’t have to have a reason to reach out and wish your friends well. Larry and Sheila Agranoff of Long Island, New York, prove this point with a recent success story:
We now decided to send handwritten notes inside cute store-bought greeting cards. Not anything weird or too inspirational, just something that may put a smile on their face, if even for a moment. And does it work? Well, we recently received this email after sending one of these cards to a past client...
“Larry & Sheila, I can’t thank you enough for taking the time to send me that adorable greeting. It made me slow down, take a deep breath and S-M-I-L-E! Although you may not know this, I really needed a little break. Thank you for thinking of me in such a clever way.”
It didn’t take much to keep in contact with this past client, and have her remember us in a way that did not seem like we were all business.
3. Show your gratitude after the sale (and beyond)
Oklahoma City agent Joe Pryor doesn’t want his past clients to feel like they were just a transaction, so he has a gratitude plan to ensure he engages with them even as the years pass. We talk a lot about building relationships in this industry, and we have to say that Joe’s approach isn’t just a way to retain business for next time, it’s the right way to treat those who have given you success.
Handwritten notes: To me, this is the biggest secret weapon in real estate. Not only do I send one immediately after closing, but I also put an action plan to write gratitude notes in an organized fashion to let them know how much they mean to me and is there anything I can do to be of assistance.
People want to be acknowledged, because so often they feel discarded after the sale. Just make sure the note is handwritten and make it personal and don’t repeat cliched phrases. Speak from your heart in the moment.
Ready to dominate your sphere?
We are so grateful to the Active Rain community. Through our contest earlier this year, we gathered up 30 amazing ways agents can engage their sphere to get more business in 2017. We compiled them all into a free PDF download, and we invite you to download it here.
GET THE FREE PDF: How to dominate your sphere.