We all know that building long term relationships with clients is an important skill for business in real estate, and many other industries. Retaining existing clients is not only cost-effective, but it also helps build your business through referrals. While nothing can replace that instant “click” you feel with certain clients, here are a few ways to keep you top-of-mind with your happy customers.
Automated and scheduled emails are a great way to keep in touch, and can offer excellent information to your homeowners. Send reminders for home maintenance, homestead exemptions, and more, as well as birthday and anniversary greetings – ensuring that when it’s time for them to sell, you are the first person they think of.
When dealing with such a big transaction, there’s no such thing as too much communication. As your clients move through the process of buying or selling their home, make sure that you’re available and relaying information consistently. This will build both trust and esteem, which builds happy customers, which builds referrals.
Each client has something that you can target in on. Speak to them, letting them know you remember what’s important to their family and that you’re keeping them in mind. If you have a client who’s a fanatic sports fan, has school-age children, enjoys hunting and fishing, etc., you can tailor your greetings to fit their personal likes and dislikes. Pay attention to their interests and concerns and you’ll be able to speak more directly in your correspondence.
As your business changes, it’s important to keep your clients informed. Let them know if you’re changing brokerages, or focusing more on a certain area or clientele. Send updates to let them know and include a personal note to let them know you’re thinking of their family.
If your clients are business owners themselves, look for ways that you can partner up. Patronize their business or encourage future homeowners to do so. This practice will help you both and build a relationship that lasts.
While some may want to funnel their funds into finding new clients, rewarding loyalty in your existing clientele is a gift that keeps on giving. Be sure to properly thank clients for their referrals so that they’ll be encouraged to do so again.