Positive reviews and client referrals are the lifeblood of a real estate business! Yet some agents are passive about these critical elements, and simply hope that someone will remember them.
Here are our suggestions for getting great reviews, testimonials and referrals, along with a few tips from Inman News!
Set service expectations up front. When you meet with a buyer or seller client for the first time, establish expectations:
What services are you providing for them?
What is your plan for helping the client succeed?
What days and hours are you personally available? “Anytime” isn’t realistic – set some reasonable boundaries!
How often will you contact your clients with information and updates, or just to touch base?
What is your timeframe for returning calls and emails?
Let your clients know that you will ask for a review, and that you appreciate their referrals from friends, family and associates!
Within a couple weeks of closing, show appreciation to your clients. Present them with a housewarming gift, thank-you card or dining gift certificate. Let them know you’re available for their future needs, and promise to stay in touch.
Within 30 days, follow up with a request for an online review. Ask your clients if they know of someone who could use your help.
When you receive a referral, show immediate appreciation! Inman News points out that you should immediately thank the client who sent you the referral. Make a memorable gesture. This can be anything from a warmly-written thank-you card, to a gift basket or gift certificate.
Your very best clients should be in a class of their own. Consider hosting client appreciation events, or remembering them with a gift around the holidays.
Think about what your clients enjoy and tailor your gestures accordingly. Some may appreciate tickets to sporting events, others may prefer movie or amusement park passes.
Your gestures do not need to be expensive to be memorable, but think beyond the typical calendars and coffee mugs. For example, a nature lover might appreciate a new bird feeder.
Stay in frequent contact with your best clients, but do not continually “sell” to them or pitch your services. Instead, show interest in what’s going on in their lives. Make it about them! In other words, build your relationship.
Copywriting & Marketing Specialist