Many agents already know that it takes less time and money to retain existing clients than to acquire new ones. What a lot of REALTORS® don’t know is how to keep good clients after the transaction is complete. Well, with a great real estate contact management software and some best practices in mind, it’s pretty easy.
Maintaining client relationships takes time and effort. It also requires getting a little bit personal!
Dale Carnegie once said, “When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” How emotional is your “Just Sold” postcard? Your clients might remember you when they receive it – but it’s not personal.
Now, imagine if that client received a message from you saying “Happy Birthday” or “Happy Anniversary.” That’s personal, and emotional. You took the time to recognize them instead of trying to draw attention to yourself.
And instead of spouting market statistics, what if you took a moment to share some news about yourself? “Got a new puppy and it ate the couch. So cute!” Or, share a positive experience you had at a local event. You don’t have to be an open book, but be personable. Being personable makes you memorable.
This doesn’t mean you shouldn’t share market news and information! But including the personal touch, and recognizing your client’s milestones are important parts of effective contact management.
Fortunately, there’s an easy way to keep track of birthdays, anniversaries and other notable events. A great CRM for Realtors, like IXACT Contact, will automatically remind you of important dates and lets you easily send out or schedule the appropriate communications. Your clients will appreciate being remembered, and they will remember you in turn!
Your real estate newsletters can also include a personal message from you, which is a great way to share your volunteer activities, your personal thoughts on a topic, or other events in your life. Just customize the personal message in the real estate e-Newsletter IXACT Contact gives you each month. It only takes a few minutes to make your communications more interesting and engaging. Your readers are far more likely to read and respond to messages that contain that personal touch.
Strong, loyal relationships begin with small, consistent steps!
What was your takeaway form this article? Please leave a comment below!
Carrie Gable & the Real Estate Virtual Assistant team at RealSupport, Inc. work virtually for many top real estate agents & brokers nationwide, offering marketing campaigns, branding, website & logo design, listing marketing efforts, lead management, technical support, marketing presentations, social media setup & management, copywriting, blogging and much more.