#1 Become Reacquainted with Former Clients and Customers (first in a series)
You know that it is important to keep in touch with former clients and customers. You worked hard to get them; you don’t want to lose them. You’ve also seen the NAR statistics about consumers who liked their real estate agent, but can’t remember the agent’s name. (Definitely don’t want to be part of that group!)
So, what else, besides your usual continual-contact system, might you be doing?
Now is the time to get out and “socialize” with those people who have brought you business in the past! Call them on the phone (you’ve got an established business relationship with them, so that’s fair), and set up an appointment for a chat. The reason you’re suggesting an in-person visit? Because, given what has happened to their other investments, and what they’re reading in the newspapers and hearing on TV and radio, people are likely concerned about the value of their current home. You will provide them with an update on what’s really going on in your marketplace—and help them sleep better.
On the day of the meeting, take along some information that you can leave behind. I would suggest including your business card, the latest market “snapshot,” and a printed copy of your latest newsletter and/or blog post. You may have other items that would also be of value.
While you are there, do update all of the customer’s information, including e-mail addresses. (You may not have collected that information, when you closed the last deal with them.) Reaffirm your plan to continue to provide them with relevant information about the real estate market, and the community at large.
Also, find out what’s been happening with their family (you’re an old friend, now, so that’s a natural question), and make a note of what you learn. They may impart news about life events that could lead to a near-future real estate need—empty nest, parent moving in, another child expected, retirement, and so on. If so, then you’ll want to include this contact in the appropriate Prospects list.
Don’t overstay your welcome! Plan to stay no more than 20-30 minutes. Leave them wishing for more conversation with you.
Finally, be sure to follow up, right away. Send a hand-written thank you note, confirming your intention to keep in touch.
Subsequent post: #2 Enhance Your Online Presence
We’re glad you found your way to our website!
Robin Taylor Roth Enterprises is dedicated to helping real estate professionals be successful – whatever the overall housing market may be doing.
Through our training, coaching, and consulting services, we focus on improving your skills and your profitability. Download our latest brochure.
Office (Sales) Meetings • Webinars • Coaching for Productivity • Consulting
Are you a broker, sales manager, office manager or training manager, who has the responsibility for providing a “training segment” for every Office/Sales Meeting? Determining what to do every week at your office or sales meetings is an ongoing challenge. Why not invite a guest speaker?
We will provide a 20 to 30-minute live, online presentation for your team, scheduled according to your usual meeting time. You may choose from our varied list of topics – or, we will research and present a topic that you request.
We offer a variety of short programs that are ideal for an Office Meeting. Select just one, for a special occasion, or reserve a series, for a more economical approach to programming.
For additional information about our Office Meetings program, a description of current topics, and scheduling information, please visit our Office Meetings webpage.
We invite real estate professionals from all over North America to participate in our scheduled public webinars. Our Webinars are about 45 minutes in length, so can easily be scheduled into your business day.
Each affordable Webinar provides information and skill-building opportunities in an area of current interest to real estate professionals.
For additional information about our Webinars, a description of current topics, and the latest schedule, please visit our Webinars webpage.
If your results are not what you had hoped, if the current housing market is challenging you, then our Coaching for Productivity program can help!
Coaching for Productivity will show you how to establish daily routines for building your business, and teach you presentation and objection-handling techniques for managing prospective clients and customers. We’ll also provide you with useful tools for taking charge of your business.
For additional information about our Coaching for Productivity program and scheduling information, please visit our Coaching for Productivity webpage.
Robin Taylor Roth Enterprises also provides learning consulting services to individual companies.
For information about our Consulting services and to request a no-obligation discussion of your needs, please visit our Consulting webpage.