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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.
- Real estate marketing and lead generation best practices
- Proven strategies for building profitable client relationships
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- Ways to master your real estate contact management
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Tag Archives: loyalty
We highly recommend that you personally visit your best clients once a year as a way to keep in touch with everyone in your real estate contact management database.
And you should know that keeping in touch with your sphere of influence (SOI) will help you build your referral and repeat business.
One way to arrange a visit with a past client is by conducting an annual Homeowner’s Check-Up. Conducting an annual Homeowner’s Check-Up is a great real estate marketing idea.
However, it’s not always easy to get a client to agree to one.
Just about everyone has made New Year’s resolutions or set goals for 2012.
How can this goal-setting trend help your business?
We’re going to share with you a great real estate marketing strategy you can use to boost loyalty among your clients and build your referral and repeat business.
The next time you speak with your past clients, ask them about the goals they’ve set regarding their homes. Chances are, many of them will be planning to make some home improvements at some point in the year.
It’s 2012. Can you believe it’s here already? What steps do you want to take to improve your business in the New Year? In our last blog post, “I’ve Lost So Many,” we shared the story of Keller Williams agent, Brenda Mullen, who for years went without a consolidated database and proper real estate contact management system and lost tons of potential business. Perhaps your resolution for 2012 is to begin using a real estate CRM (customer relationship management) solution. If it’s not, maybe it should be. Here’s why:
You’ve developed a good relationship with a past client or referral source (and, of course, your real estate CRM played a key role!). You’ve built loyalty with that person, or are confident that you are well on your way. How do you maintain that momentum so that the loyalty you’ve worked so hard to nurture will continue to yield referrals and repeat sales for your real estate sales business over the long term?
You must put real estate marketing plans in place to maintain client loyalty. If your database is growing large and you can’t meet one-to-one with every client on a regular basis, it is especially important to schedule regular client loyalty programs in your real estate CRM.
There are two kinds of feedback you can get from a client — negative and positive.
Understandably, most real estate sales professionals prefer the positive kind! That includes praise, raves, thanks, displays of appreciation, testimonials and so forth.
Positive feedback teaches you a lot. It confirms that what you’re doing is working, and that you should do more of it.
Positive feedback, of course, is also a clear indication that you’re building loyalty with that client or business-to-business referral source. And loyalty leads to more repeat business and referrals.
But what about negative feedback?
Think you’re “Referral Worthy”? How good a job are you doing in getting referrals in real estate? What can you be doing better? Answer the below questions and see for yourself.
Start the quiz here:
|01||I’m constantly asking for referrals from those around me||T||F|
|02||When I ask for referrals, I mention who might benefit from my services and give examples of people referrers can potentially refer to me (for example, church group members, immediate family members, colleagues)||T||F|
|03||I schedule consistent ‘keep in touch’ calls with my contacts||T||F|
When your client moves into a new neighborhood, they’re strangers. They may only know a few, if any, of the other families on the street. So consider throwing your client a housewarming party. These types of events are very effective loyalty building techniques in real estate sales.
Here’s what you do:
• Set a date
• Get a list of friends and family
• Combine it with a list of people from the neighborhood
• Mail out invitations
• Arrange for food and drinks
• Host an event
One of the most effective ways is to sponsor a sports team, arts camp, competition or other kid’s event.
Here’s how it works:
• Ask your best past clients which type of activities their kids participate in regularly. Activities could include a baseball team, drama club, riding camp, band, fun run, etc. (There are probably dozens of such events or programs in your community).
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.