Is Your Card in Their Wallet?
We all know to pick up the phone when you are not sure who is on the other line. Possible new client who needs your help and has no idea how to purchase a new home. They are scared to death and just need that reassurance that someone is there for them in their corner and you help them every step of the way. You do for them what they didn't even know they needed. The deal is done, the house is bought, or sold, and it is over. You can breathe and they can breathe. On to the next client, right? Wrong.
Although you receive a new client and start the whole process again, those previous clients have just not disappeared. Two years from now, those same clients may need you again, look to you for advice if they lose their home or circumstances have changed, that is, if you have remained in contact with them. Through those two years, have you spoken to them to see how they are? Have you sent them a card or a congratulations? Clients must trust you and view you as one of those little cards they carry around in their wallet, we all have them. Business cards of people we trust. Doctors, dentists, etc. Is your card in their wallet?
Their are a couple of solutions that you as a realtor can do to ensure your clients know that you still care. It does not take a lot of money to show that you have invested time in their life to give them a peace of mind while they are going through exciting or difficult transitions. Send a house warming gift or simply a card and congratulate them on one of the biggest moments of their life. Call a month after they have moved in to see how they are doing? Some clients will invite you to events as they have built a relationship with you, go! Show that you care. Send out newsletters to your clients, personalize yourself to them. After all, we are people too, not just realtors. Mail out christmas cards or thank you cards. Appreciate the business they gave you and they will always come back, if your card is in their wallet.
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