When you work by referral, your relationships drive your business. Relationships are constantly growing and changing. As you connect with your clients and find ways to serve them before, during and after the sale, those relationships will grow and improve. They’ll begin to refer you to their family and friends, and you’ll have more great clients to serve.
Maintaining an up-to-date database of your clients within your CRM is the best way to help you stay in touch with your clients. Referral Maker® CRM not only stores your clients’ information, it also reminds you to connect with them, whether it’s by phone, personal note, monthly marketing or Pop-By. Sorting your relationships into categories also helps you figure out who to spend most of your time with, so you can generate leads more efficiently.
Think of sorting as a way to organize your relationships so your best clients always get the best out of you. While you’ll assign them a category when you first put them into your database, it’s important to go back in and adjust the category over time. While many agents do this after a client has sent them a referral or two, you can also set aside time twice a year to comb through your database and re-categorize your clients. This ensures that you’re always spending time with the right people.
3 Clients to Re-categorize
• Those who have sent you multiple referrals. If they started as a B or a C, it’s time to move them up into A+ territory.
• Those who have moved from being a prospect to a client. If you’re currently working with them, it’s time to sort them into a letter category.
• Those who have moved out of the area. While they may still send you a referral or two down the line if they have family or friends still in the area, they may have a new real estate advocate to rely on in their new locale.
When you go through your database, use your discretion and trust your gut. Remember, your time and energy are valuable, so make sure you’re spending it with the right people who will help you move your business forward.