In today's market, servicing your active and continuing to serve your inactive clients is critical to your business. I believe consumers looking to buy or sell a home find an agent in one of three ways:
- through information-gathering while on the Internet
- by getting a recommendation from family or a friend
- by driving in a neighborhood and seeing a yard sign
Here's a list of questions you need to ask yourself to see if you're maximizing your client referrals:
- How well is your current client retention program working?
- How can you become more involved in your client's life?
- How well is your current client retention program working?
- What improvements can you make to it?
- How can you increase the number of times you interact with them (without annoying them) and what value can you offer them?
- What can you do to increase their lifetime value?
- What do other industries do to create long term relationships with you?
- Have you provided an opportunity for your clients to allow family and friends to learn more about you without person to person contact?
Take some time to analyze these questions and bounce them off with some other agents in your office. You need to realize that when you take care of your clients, they will usually continue being your clients after the transaction is over. But if you ignore them, they will quickly forget about you.
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