by Brian Buffini
Whenever I present live at one of our events, whether it is the Success Tour, The Peak Experience or MasterMind, I’m struck by how great our clients are. I see many of them who have been members for years at each of our events. We’ve helped them set goals for their businesses, coached them through challenging times and celebrated their successes. At events, they’ve networked and forged relationships with one another and have formed a community of successful real estate and small-business professionals. Is it any surprise that they make eight times the national average income of Realtors? Not to us—we’ve encouraged them every step of the way!
We give our clients the tools to build lasting relationships with their clients. Relationships are built upon trust and consistent communication; that’s why each of the following tips has both at their core.
- Keep it personal. When you work by referral, building relationships is critical to your success. Each time you connect with your clients, you build the foundation to a stronger, lasting relationship of trust. That’s right, whenever you pick up the phone, write a personal note or deliver a Pop-By to your favorite clients, you’re deepening the relationship with them. The more consistently you make contact, the more trust you build. It’s really that simple.
- Provide value. Today’s buyers and sellers are more informed than ever. With a few taps on their smartphones and tablets, they can access all the information they’d ever want to know about buying or selling a home. What they don’t have is the experience to understand everything they read and find. That’s where you come in.
Give your clients valuable information to help them understand the real estate process and keep them informed.
- Send out your monthly Marketing Flyers and eReports
- Keep your website and social media pages up-to-date with information about the local market and community information
- Host home buying and home selling how-to workshops to give your active clients the tools they need to buy or sell. The benefits are two-fold: Your clients will appreciate the information you’re sharing with them and you’ll have an opportunity to connect with your clients to showcase your skills and expertise as a real estate professional.
- Find ways to serve. They say God gave us one mouth and two ears so we can listen twice as much as we talk. A funny thing happens when you listen to your clients—you find new needs to fill. Your clients may not ask for the number of a good plumber, but they will mention that their toilet is backed up. This is your opportunity to connect them with a plumber in your network who you trust to offer the same high level of service as you. Similarly, they may mention their youngest son or daughter is heading off to college, which gives you the opportunity to Pop-By their home and give them a book to help them handle having an empty nest. Great service isn’t about doing what’s expected; it’s about going above and beyond, and offering the unexpected extras—those little things that seem small but have a huge impact.
We’re proud to be part of our clients’ success stories. We’re headed to Long Beach, California for the next leg of the Success Tour on June 15 and 16. Hope to see you there!
It’s a good life!
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