Keep In Touch
Maintain a long lasting relationship with clients using the KIT principle. Keep In Touch. Once the deal is done, immediately send a thank you card and include several business cards. Follow up with a customer satisfaction survey asking questions: "Were you satisfied with the process?" "How could I have better assisted you?" "Would you refer me to a family member or friend?" This one-two punch not only shows your appreciation for their business, but also illustrates your concern about the level of service they received.
In addition, maintain a list of client birthdays and anniversaries. Sending something as simple as a birthday card or email will keep your name and your gratitude for their business fresh in the minds of your customers.
Phone calls are another important tactic. Call at least once a quarter to let clients know that you are still there for them. Keep them informed on the market conditions or neighborhood values, and never forget to ask for new business and referrals.
Staying in contact with your clients long after their closing process is complete will keep you in good standing and earn you repeat business and referrals. Research has shown that you need to "touch" your clients every 3 weeks for them to remember you. So keep this in mind when working your data base.
Have a GREAT week!
Rob
Robert Rauf
Countrywide Home Loans
Countrywide Bank FSB
(732) 740-0175 Cell
Building financial security, one home owner at a time.
Great topic,
All too often, agents make the sale and then move on to the next client. By keeping in touch with clients, you create a future income stream. In fact, when I did residential real estate, many newer agents used to ask me how I "drum up business". Most were amazed when I told them that I did very little "conventional prospecting". Instead of blindly sending out postcards to neighborhoods etc, I simply kept in touch with my former clients, friends and families. To this day, keeping up with past clients , friends and even sellers that have relocated has averaged appx 4-6 deals per year for me consistently.
These leads and referrals really come in handy "in between" working with new clients. They can really "keep you afloat" in the slower times.
Robert, I hear this all the time, but I'm amazed at how many people fail at this. I've bought and sold many homes, and have only used the same realtor once, and never the same lender. After closing, everyone disappears. Then, I lose their business card or whatever, a few years go by, and I meet someone new, who may or may not do a better job?
Keep it simple. Keep in touch.
Happy Sailing ... _/) Paul -- www.eNewsletterSolutions.com
Brian,
it sounds like you are doing the right thing, you should take a look at a previous post in my blog, Building your sphere of influence...