1. Keep in touch with past clients through a combination of direct mail pieces, phone conversations, and face-to-face meetings or events. After you sell your client’s home or find their dream property, the buyer-REALTOR® relationship shouldn’t end. The average person knows 3-5 people who will move each and every year. 2. Have a contact management system so you know who to contact and when. A contact management system will also give you the means to create drip and mass emails (drip marketing) and letters and labels. With a good real estate software, keeping in touch becomes something you enjoy doing versus a chore that you dread. If you don’t have a real estate CRM system, sign up for a 5-week free trial of IXACT Contacthere. 3. Let the people around you, including current and past clients and the professionals you work with, know that you value referrals and that your business depends on it. It’s also important to show your appreciation to anyone who has referred a client to you (buy them a round of golf, for example). 4. Position yourself as an expert and consultant on all things home related. Like we’ve mentioned in ourprevious blog posts, this gives clients a reason to call you. Clients will come to depend on your expertise. 5. Have personalized conversations with every customer based on what they’ve told you in the past and market to your contacts based on this. For example, you know that Joe Smith’s birthday is June 4th and that he loves the Chicago Cubs. A great idea would be to purchase a pair of tickets to the Cubs game for his birthday. This will certainly wow Joe, get him to remember you, and increase the chance of him referring you to someone he knows.
TOM - top of mind. If they don't remember us it is our own fault. Our business is about relationships not transactions.
Really good points. How about adding "picking up tips from fellow Realtors" ...like the tips you just gave us. Thanks!
Rich - great points and the fundamentals of being a successful Realtor. Thank you for re-freshing my memory!
Allison Lahey
Rich,
Very simple and very basic. Now we just need to do it. Thanks for sharing.
Laura: You got it! :)
Virginia: Absolutely! Learning from others in the industry is a must.
Allison: Thank you!
Richard: It always seems that the hard part is acting on what we've learned but I think that people will find that once they start implementing changes to the way they do business, they will start to see great results.
I'm still trying to figure out the best way to organize leads and prospects for follow up.
Donna: Would you like someone from my team to give you a call to disucss?
Thanks! Love the Twitter and Facebook links on your profile by the way!:) Never underestimate the impact of social media. If you're interested in visiting our Facebook page, here is the link: www.facebook.com/ixactcontact
Cheers!
Rich
Great tips! Things every agent should do. I have passed on your blog to our agents. Maybe seeing it from another source will "refresh" their memory.
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