Your past clients are the best advertising money can’t buy, so treat each of them as if they were a gold mine- because they are.
Before you spend a dime prospecting, make sure you market to your client and personal contact list first.
In a slow market, rather than cut your marketing plan altogether, trim your expenses to accommodate your budget. You don’t have to call or write weekly, but do stay in touch every month or two. You’ll never know when they decide to move and in time will be searching for a realtor.
Your past clients and their referrals on average should account for about 50% of your business
If you are depending on all your past clients to just remember you, then you may be shocked to hear this fact:
On average, only 15% of homebuyers would use the same agent without regular contact.
You don’t need to promote heavily when you contact past customers. If you spent enough time together to feel friendly, considering sending a postcard with a friendly note on the back, and say, “Call when you need me!” is more than enough. It is important to include your contact information all the time.
Maybe you can position yourself as an expert on all home related issues. By building and promoting a comprehensive business directory of home Inspectors, plumbers, attorneys, landscapers, etc. that you can recommend to current and past clients, you give your clients a reason to CALL YOU between transactions, rather than you always having to initiate.
You might be nodding your head but saying to yourself, “this is all a lot easier said than done.” You might not have a consolidated database. You might not have a complete and detailed business directory. You might not be marketing to your clients in a targeted and personalized fashion. Well, all this can certainly change. And although the change requires some commitment and a little bit of work, it’s actually much easier that you would imagine.
The practice of staying in touch should almost shout “I care about you”.
A “closing” of a transaction is really misnamed. It is a start of a RELATIONSHIP.
Goals just point us in a direction. Visualization can create the inner experience for our manifestation. Something will become a reality when our minds are made up to do it, and take the appropriate action to make it happen.
