When's The Perfect Time......

When is it the perfect time to touch base with your clients?

Right now!

Why now?

Because your clients may need help and you don't even know it. They normally won't raise their hand and tell you.

It's a great way to make a quick call to your past clients and say "hi". Ask them how their family is and ask them if they have any repairs or home improvements they plan on doing soon. You can provide them with reliable home improvement contractor's names.

Also, go a little deeper with them and see how things are going with their mortgage situation.

With the mortgage financing industry being very confusing to most people, you may have clients being solicited second mortgages, home equity loans, consolidation loans, etc. that may not be in their best interest.

Your clients may be getting SOLD a bill of goods.

Sub-prime loans...high closing costs...above market interest rates...junk fees...cashing-out equity when the value isn't there!

Let your clients know that you're available to counsel them before they make any decisions that could cripple their family financially.

Then say that from time to time you have valuable, money-saving information that you want to pass on to them by email and would it be OK to get their preferred email address.

People change their e-mails much more frequently than phone numbers, so you do have to keep on top of it. Also, make sure that you have their permission, if they give you a workplace email.
That may be monitored by their company or they may not be able to read personal emails at work.

Many times they aren't home and you can just leave a short msg (something that catches their attention) that gets them to call you back.

Then at the end of the call, if it feels right, you can say that you'd love to help any of their family or friends who's talked about moving in the next few months? (If you want to ask one final question, "Anyone come to mind right now?)

Only after doing this, would I look at sending a letter or a postcard to those who didn't respond. I think you'll find that those clients you really clicked with will gladly and easily give you their email address while your "B" and "C" clients may be more hesitant.

Whenever you provide value and show that you care, most of your clients will truly appreciate it.

I hope this helps you.

To your success,

Dan

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