Think about your last transaction. You found your client's their dream home, the home passed the inspection with flying colors and you're be off to the closing very shortly.
Fast forward to closing day - papers are signed, you turn over the keys to your happy clients - the deal is done!
What?? Before you start thinking that the deal is done remember this - actually you're just starting so to speak. What am I talking about? I will tell you.
These clients have now just become one of your biggest business builders.
They have entered the world of SOI, your world of SOI and they will be one of your biggest sources of referrals. That's right, they are going to tell everyone they know, you found them their dream home. They are going to tell everyone how great you were throughout the entire process. They are going to tell everyone they know you are someone they can trust when they're going to sell their home. Think about how many people you have just reached and all you had to do was provide great service. So while the transaction is complete, the relationship is just starting as I was reminded in a comment from Richard Mielke (thank you!)
It's really quite easy when you think about it. You already know them. You know a lot about them (hopefully you discovered a lot of what was important to them in a home, to their family, what they do for a living, things of interest to them.) If you've entered them into your database of clients, it's quite simple now - just stay in touch. Isn't that what Fran the Title Man says?
What things can you do to stay in touch with this great source of referrals? Although there are many ways to go about this, here are a few ideas: (If you need assistance carrying out your plan for staying in touch with your SOI please don't hesitate to contact me to let me know how I can be of assistance.)
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Offer to take some pictures of their new home and create a RealEstateShow that allows them to share the news of their new home with great pictures to share with their friends and family. This is a great alternative to the standard Announcement Cards that people typically send. (I love creating these for my clients) (In a future post I will be showing you how to create this real estate show and how it shows clients a unique approach to sharing their good news.)
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Remind them from the start that you can provide them with a list of referrals for contractors, landscapers, plumbers - anyone you know that you would recommend for services whenever they need them. (Give them a reason to call you.)
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Send them a note within one month after they move in along with a cd of all their transaction paperwork for their records - most clients find this very helpful especially when it comes to tax time and this way you're not scrambling to get them these documents if they call asking for them.
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Check in with them to see if they've changed the flooring or anything they mentioned changing when they first looked at the home or during their final walk through.
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Make sure they are on your distribution list for your new listings in case they know someone. This also includes newsletters and any information you typically send to your clients.
Send them a birthday card
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Send them a handwritten note to say hi.
Also, don't be afraid to call them on the phone from time to time. Many clients will have the feeling that they don't want to call you and bother you with questions. So YOU take the first step.
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Send them an article you came across that you know would be of interest to them.
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At some point, invite them to lunch or for coffee - but do so on a personal level - to keep the connection alive.
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Celebrate their anniversary with them. Mark it on your calendar and send them an anniversary card.
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Invite the a community event you are sponsoring. Ask them to either or attend or get involved in the event with you. Many will appreciate you giving back to the community. Remember, you market globally and service locally.
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Do you host client appreciation events each year - be sure they are on the invite list.
So tell me, have you experienced success with your SOI referring someone to you?
What ways do you stay in touch with your SOI to keep that relationship alive and thriving? (Share some of the reasons (occasions) that prompt that contact.)
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