Take advantage of your happy customers.
Allow them to help you gain more sales.
Do you keep in contact with your buyers after they move into their home? Average producers have no more contact with their buyers after they close. They receive their commission check, heave a sigh of relief that they closed, and are content to move to the next prospect.
What a waste of time.
After investing anywhere from two weeks to eight months with a happy buyer, to let them simply disappear into the sunset is wasting a valuable resource. It is basically like flushing money down the toilet.
Have you ever purchased something and had a great experience?
Did you tell others about your experience and refer them so they could have the opportunity to be as happy as you were?
When you have great service and an overall good experience with a particular person or company, do you feel they have earned your permission to ask for the sale? Of course they have, and so have you.
Learn some key information about your buyers.
- Anniversary dates
- Close dates (Home anniversary)
- Birthdays
- Children's birthdays
- Holidays
- Anything else of significance to that buyer
MAIL them out a nice letter or postcard on these days. DO NOT just email them. It is informal, takes no effort, has no "human" touch attached to it, and you have no idea if they will ever see it or show their spouse or significant other.
Thank them for allowing you the opportunity to help them. Ask them if they know of anybody looking for a home and if you may be of service to them. If they do know someone, ask them to set up the introduction for you. It is WAY MORE POWERFUL.
The idea is to always stay present in their mind. Think of how often people move to another home. Moving is such a large decision that, oftentimes, people ask for opinions of their friends and family. They solicit the advice of others to make their transition easier. This is why you always want to remain top of mind.
Curt Fletcher aka The Likeability Guy
Author of "How To Sell More Homes and Increase Your Income"
Comments (10)Subscribe to CommentsComment