Happy clients are the best advertising for your business. Word spreads like wildfire, particularly in the age of social media. News of excellent service is able to reach the client’s network as well as their network’s network. And it’s becoming more common for people to choose a professional for a service, such as buying or selling a home, based on the experiences of their friends and acquaintances or based on the stories that they have read on online service review sites.
Since reviews are able to travel far and wide, it has become even more important to provide clients with excellent quality service. Below are helpful tips to help you identify and foster your relationships with your best clients.
The T.I.M.E. Formula
You can create advocates for your business by investing your time in developing your relationships with them. Some agents may say, “I don’t have the time for that!” However, you must find time for your best clients and learn to personally and professionally manage your time.
Take your database and sort it. If it’s been a while since you sorted your database in Referral Maker™ CRM, now is the time to start.
Identify your best customer. Assess who in the past year has sent referrals your way, regardless of whether or not it resulted in a closed transaction. The clients who send you referrals are the ones who drive your business.
Make them a priority in your daily activities. Set goals to call, write a personal note or pop by to one or two of your best clients every day.
Engage them on a consistent basis. Make sure you call, write a personal note or pop by to their homes or offices at least once a month.
Find Ways to Be of Service
Once you’ve made the time for your best clients, find ways to serve them. You must have the mindset of, “What can I do to better serve my best clients?” Remember, those seemingly small things that they mention in conversation, such as their daughter’s basketball game or the cute thing their new puppy did, are opportunities for you to serve them better.
When you call or pop by to a client, find ways to connect with them. Ask about their families or businesses, favorite sports team or hobbies and take the time to listen to and make note of their answers. To find out more information, always ask the next question. Don’t stop at “Where is your son going to school in the fall?” Follow it up with, “How does it make you feel that your son will be three hours away?”
While it may be helpful to carry a small notebook with you to jot down any new relevant details, you can just as easily type it into your smartphone or tablet. Just be sure to update the information in your database when you return to the office.
Utilize Your Network
Your position as a real estate professional puts you in contact with a variety of people throughout the community. As a result, you have the opportunity to connect your clients to businesses you trust as well as connect businesses to one another. Look for ways to become a valued resource of referrals for your clients and remember to update your Referral Maker database often. Referral Maker is a real estate CRM designed to help you track your numbers, update your database and make it easier for you to Work by Referral. Click here to learn more and to start using Referral Maker CRM today.