Here’s a (somewhat depressing) stat from the NAR 2014 Profile of Home Buyers and Sellers:
Ouch. The same study shows that only 40% of buyers found their agent through a neighbor, friend or relative. This means that you’re more likely to get business from a stranger than you are from a past client who knows you, trusts you and likes you. You helped them buy their largest asset, so what’s the deal? Simple—if you don’t stay in touch after the deal is done, they’ll go elsewhere. On the flip side, if you do stay connected, repeat and referral business will be yours.
So how do you stay in touch and still help your current clients? Here are a few ways using Top Producer products. Just the simple task of making sure you stay in touch can lead to over 80% of your business.
Reach out to 5 clients a day (even 1 or 2 will make a difference)
The Follow-up Coach in Top Producer CRM will hand pick 5 clients a day you should reach out to. With the super quick follow-up options—including our quick email templates—you can bomb out a couple at a slow open house or while standing in line for coffee.
Show ‘em some love and call them a few times a year
Whether you remember their special days, take them out to lunch, or just call to see how they’re doing, reaching out a few times a year will pay off. With our automatic Wrap up feature in Top Producer CRM, you won’t have to think about anything (except where to go for lunch). Immediately after you reach out, we’ll prompt you to schedule the next follow-up and record a note or two.
Send them relevant info and position yourself as the neighborhood expert
With Market Snapshot, you’re off to the races. Snapshots once or twice a year work great for staying in touch with past clients, while snapshots every 2-4 weeks will wow your leads.
In the end, real estate is a relationship-based business, and people buy from people they know, like and trust. It takes effort and organization to stay connected. With a little help from Top Producer, you’ll be the master in no time. Give us a call at 1-800-821-3657 or visit us online to find out more.
Guest Post Written By Top Producer
Want to get started building and maintaining relationships with Top Producer? Visit RE/MAX Launchpad for single sign-on access to this and many other tools that will positively impact your business. Whether on your mobile device or your desktop, all you have to do is log in with your Best Agent credentials and click on the Top Producer button to get started!