Picture This:
A happy, smiling couple - the closing table at long last, you with their promises of numerous referrals still
ringing in your ears as they tell you how they couldn't have done it without you!
You're wonderful! You stop by to give them a great housewarming gift. You're the best! They'll NEVER,
EVER forget you - they'll tell EVERYBODY they know that you didn't quit until you found them the perfect
house (after only seeing 20). They'll be the best town criers you've ever had!!
But then.......a few months later......where did they go? The referrals you expected to start coming in (or at
least ONE) never materialized. You're back to square one, looking for more new clients, spending more
money.
So what just happened?
Did they just get so caught up in their new lives and new home that they forgot all about you?
Yeah, maybe. It happens.
But, then again maybe not.
Maybe they forgot to remember you because you forgot to remember them (now, stay with me here).
91% of Realtors never contact a client again after the house is sold.
You lose 10% of your influence with past clients every month you do not contact them in some way.
10% x 10 months = 100% forgotten.
If you let too much time slide by with out contacting your past clients, they might just forget your last
name. Sure, they might remember your company name and your first name, and how terrific you were to
work with, but not enough to refer you when the opportunity arises.
So, say you really DO try to keep in regular touch with your past clients. Good for you! That's great!
But, Are they referring you? Are their family, friends, co-workers, fellow church members, etc. just not
buying or selling houses in this economy?
OR is something else possibly going on?
Do you really have to contact them EVERY single month of the year to get them to refer you? Of course
not........BUT.......perhaps it's time to take a closer look at what you're sending them.
Pretend you're getting a nice birthday card from your Realtor. Nice to be remembered, right? A warm
fuzzy just for you on your special day. Now consider that 5 business cards tumble into your lap when you
open the card. How do you feel now?
Do you feel remembered by someone who became a friend when they sold you your house, or do you feel
they only want you to spread those cards around for their business? Warm fuzzy defuzzed fast, huh?
Same thing with those lovely disclaimers on the bottom of the holiday postcards your company has.
"Please Disregard if you're already working with a Realtor". HUH? You just told them to have a Happy
Holiday...then told them to disregard the friendly message on the postcard....and you ARE their Realtor!
Those are both scenarios of a "Send To Get" message to your past client that may cause them to view you
in a different light, no matter how wonderful you were when you sold them their house.
Their perception is now that you're only contacting them to get something from them, no
matter how sincere your real intentions may be.
So, what could you change to make them feel that you still care, are still the wonderful, referrable person
they forged such a friendly relationship with? Would it take a lot to turn them back around and make them
remember you enough to refer you to others?
Not really.
It's pretty simple actually.
If you just adopt a "Send To Give" attitude, and send just a birthday card with a nice note, maybe
saying"Your Realtor For Life" after your signature with your phone number, you'll be forging a stronger,
friendlier relationship with them. Remember them on a few unexpected holidays like Valentine's Day or
Thanksgiving just to say hello and say you're thinking about them - with absolutely no thought of getting
anything at all in return.
Then forget all about it and watch what starts to happen!
Just a few thoughts from "The Card Lady" for you to think about today.
Barb Corsa
PS: If you don't currently send cards to your past clients, maybe you should start - at least a few a year.
Because each person knows about 250 people, and that's a lot of potential referrals.
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