Move over Lady Gaga! But thanks to your monstrous hit Telephone from which we real estate agents had taken some inspiration to fast track our cold calling strategies.
Well, the song has really nothing to do with real estate, not even with cold calling. But Gaga’s intense attitude to be the way she is something that real estate agents should possess to expand client base.
2013 is here and we should bid farewell to our negative attitudes. It’s time to throw away that dreadful phone calling syndrome. It will lead you no where but losing past clients and losing chances of gaining new clients.
Admit it or not, we sometimes feel afraid of calling past clients for a reason or two. One of them is because we are clueless of what to say. We are caught in a don’t-know-where-to-begin dilemma. The second reason is because we had dealt with them for a long time and we are thinking that many things have changed. We haven’s spoken with them for long time and we are unaware of their whereabouts.
Again, I’m stressing that you should put that fear and doubts to your garbage can! They would do no good. Instead, pick up that phone and start calling past clients. I guarantee you, majority of them would be happy that you have kept in touch with them even if you have finished transactions already. It is important to build relationships with past clients. But why?
Your past clients could be a reservoir of future clients. Maintaining relationships with them and ensuring you have open communication lines can somehow assure you of referrals. Make sure your contact details stay updated in their phonebooks because you’ll never know just when one of your past clients have already referred you to their friends, relatives, or colleagues.
Another important thing about building relationships with clients is the assurance of hiring you for your other services. Chances are a past client will tap you for other services that involves another property purchase or perhaps to find them a buyer for their property. Thus it is important to have your client database updated with relevant information such as birthdays, anniversaries, hobbies, and information of their spouses and children. It will help you give them a ring on important dates.
This information will help you start your call. It will be your guide to have a natural-flowing conversation. You’ll see how your past clients will be impressed for remembering important information about them. It’s the key to proper relationship building and also the key to client retention and possible client referral.
So what are you waiting for, pick up that phone and start calling your past clients before they forget you!