How do you set yourself apart from the industry in extremely competitive markets? Leaving a business card, creative cold marketing direct mail and social media advertising can help with name recognition; however, if your client base is like ours, referrals represent the single greatest source of new opportunities. Give your client base a reason to refer you by anticipating the need.
One of the successful real estate professionals I work closely with sends a copy of their client’s closing statement to them at the end of the year for each transaction closed during the year. They include a simple reminder message that says something like, we want to make sure you have everything you need to be ready for preparing your tax return. Thank you again for the opportunity. When you and those you care about are considering real estate, we will be there to help.
What does this seemingly unnecessary message convey to their client that may have sold a property ten or eleven months ago? It demonstrates that the successful real estate professional understands their client’s consequences and reporting requirements of transacting in real estate. It also relieves their client’s search for the package they received from the title company or closing agent. More than anything though, it demonstrates they care.
As a tax professional who frequently must include the closing/settlement statement on the missing/open item or document request list while preparing tax returns, I was blown away to see this activity performed firsthand. The gesture made a meaningful impression on me and I am sure their clients appreciate not having to search for the document too.
When an athlete is in the zone, they have described it as the game slowing down for them. They seem to see plays happen before real time and can jump the route, cut-off a passing lane or move to an advantageous position prior to needing to be there. This anticipation, recognizing the need and then taking action sets them apart from the others, even at the most elite levels.
Reflecting on your most recent real estate client, what could you do to create a more meaningful impression? From my perspective, I especially liked the fact that the extra effort was made after the transaction had closed and the successful real estate professional was under no obligation to take the action. Anticipating the need of your client, then making a genuine effort to reduce or remove that potential struggle will help you succeed.
To get help with an IRS tax problem, or learn more legal, tax-saving strategies for business owners, contact me at (360) 474-5892 or e-mail me at tate@ensigncpa.com.
Tate Ensign, CPA
T.S. Ensign, CPA & Company, Inc.
P.O. Box 956
Ravensdale, WA 98051
(360) 474-5892
Fax (360) 474-5825
Comments(0)