I work very hard to stay in touch with clients I've done business with and my track record for retaining their business is excellent. However, in the past few months, I've "lost" two previous clients to other Realtors.
Three good consequences have come from this. Firstly, I've revisited my system for "keeping in touch" and am fine tuning it as I write this. Secondly, in hindsight, I realize that I never really felt like they were committed to me (or any one in particular). My follow up calls were received with cold indifference and they never took advantage of any of my promotions.
And finally, I'll now go over my contact list and re-categorize the level of commitment each entry has demonstrated. Then I will make sure I'm spending enough time nurturing the "A" leads.
As for the "D" leads, I'll be more forthright in asking for the business in the future. I'll also try to come up with a series of questions to see if there's anything I can offer that will solidify our business relationship.
Does anyone have other ideas to offer?
Comments(1)