Although you may have the ins and outs of the real estate process and local market down cold, it’s also important to show your clients that you care about them on a personal level. When you show your clients that you care, you separate yourself from your competition and deepen your relationship with them. Remember, it’s the little things that matter. Little things such as…
Stay in touch. It’s simple, really. The number one thing that your clients want from you is to stay in touch after the transaction closes. After all, they’ve spent so much time with you during the transaction that they built the beginnings of a relationship, if not a friendship. Give them a call, ask them to lunch or deliver a Pop-By. Whatever you do, get face-to-face or voice-to-voice with them.
Host a client appreciation party. What better way to get to know your clients, touch base with them and have fun? A client appreciation party is a great way to thank them for their business. They get to hobnob with your other clients and enjoy themselves while you show them how much you care for and appreciate them.
Write a personal note. It only takes a few minutes to write a few words of appreciation or greetings to a client; however, the impact is a lasting one. Your clients will be surprised and delighted to receive a note from you and it’s sure to put you at the tops of their minds.
Listen. At the end of the day, your clients want to be heard, especially if you’re working with them through a difficult or frustrating transaction. Listen to what they say, empathize with them and repeat what they’ve said to ensure that you’re hearing them correctly. They’ll appreciate your level of professionalism and concern and it’ll reduce the chances of a misunderstanding.
Fill a need. While you’re listening, listen for a need to fill. If your client mentions that they need to have their house reroofed, email them a list of roofers in your network. If they mention that their brother is moving to another area, offer to connect them with another great real estate agent in that area. These are thoughtful gestures that show that you’re willing to go the extra mile out of concern for a client.
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