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Our real estate contact management and marketing blog shares ideas and tips on how to create a successful and growing referrals-based business using a real estate CRM.
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Tag Archives: follow-up
Depending on the state of the real estate market, up to 20% of homes listed at any one time are For Sale by Owner (FSBO). So, there’s a good chance that in your real estate sales career one of your past clients will refer you to people who are trying to sell their home without a real estate agent.
Following-up on a FSBO, even when you’ve been referred, can be tricky. These people are inundated by REALTORS® trying to get them to list the traditional way — and, as a consequence, they can be understandably defensive.
This past Monday IXACT Contact was lucky enough to sponsor and be an integral part of the RE/MAX Professionals Spring Into Summer event at the beautiful Credit Valley Golf and Country Club in Mississauga, Ontario. The theme this year was “finish strong.” It was a great opportunity to meet and network with RE/MAX professionals and some of the leaders in the real estate industry. Walter Schneider, President and Co-Founder of RE/MAX Ontario Atlantic Canada, was the keynote speaker. In his speech, he provided some excellent insights for real estate sales professionals that I’d like to share with you here.
“What did you do this summer?” a friend asks. Chances are your answer will relate to an event you attended, such as a trip to a theme park with the kids, a family reunion BBQ, or participation in a golf tournament.
People remember events. That’s why hosting a client appreciation event can be so effective. It makes clients feel special just to be invited. Even those who don’t attend will rarely forget the extra effort you’ve made.
There are many types of events from which to choose.
You can host a:
- Morning at the movies
First, testimonials tell prospects and colleagues that you have a reputation for building long lasting, solid relationships with clients.
Second, testimonials make all your marketing communications (including all your drip marketing campaigns) and presentations more believable. Let’s face it. Clients expect you to be at least a little bit biased when talking about yourself. But they’ll trust their fellow home buyers and sellers to tell it like it is.
However, many REALTORS® find it difficult to ask for a testimonial. “I don’t want to make my client feel uncomfortable”, many say.
A couple of weeks ago, I blogged about the importance of visiting past clients at least once a year, and gave some suggestions for overcoming common obstacles. One of the best comments came from Reg Gupton on ActiveRain, and I thought it was so good I would feature it as its own blog post. So here it is – enjoy. Thank you Reg!
A long time ago when I had just started out in real estate, while out for a stroll on the Downtown Boulder Mall, I saw coming my way a past client couple. We had closed their transaction a few weeks before.
The offer is signed. The mortgage is approved. The inspection went well. It’s a done deal. By all indications, your client is delighted with your services. On moving day, you leave a card and gift by the door. The transaction is complete.
Now it’s time to move onto other things. Right
Neglecting a client immediately after a transaction, even for just a few weeks, can have a devastating effect on the amount of referrals you can expect to receive. You might even lose their repeat business?