Just about everyone has made New Year’s resolutions or set goals for 2013. Perhaps yours is to grow your real estate database or use your real estate contact management system more to better stay in touch with past clients. In fact, goal-setting is becoming increasingly common as the years go by.
How can this goal-setting trend help your business? You can use it to get more real estate leads and sales.
The next time you’re in touch 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. If so, let them know that you may be able to recommend a good contractor or designer. Even if they don’t take you up on it, they’ll appreciate – and remember – your offer to help.
And, of course, if a past client says they are considering making a move this year, offer to provide them with any marketinformation and other assistance they need. Notice that the focus is always on helping them get what they need, rather than pitching your services.
By helping your past clients achieve their goals, you build loyalty, which results in more repeat business and referrals.
[stextbox id=”info”]By helping your past clients achieve their goals, you build loyalty, which results in more repeat business and referrals [Tweet this][/stextbox]
Your Business-to-Business Referral Sources Can Be a Great Source of New Real Estate Leads
All those contractors, appraisers, agents, inspectors, decorators, florists, furniture retailers and others in your real estate contact management database have goals too.
Say you find out that an insurance broker you regularly recommend wants to expand his business this year. You could suggest that he lead a seminar on the topic of homeowner’s insurance for a group of your clients. You both benefit. He gets to meet potential new clients. You build more loyalty amongst your contacts. And here’s the great part: if you encourage your clients to bring their friends along, you’ll generate new leads too!
For more information and tips on how to plan a successful client appreciation event, click here.
Takeaway point: Helping your clients and business-to-business referral sources achieve their goals will ultimately help you achieve yours.
What do you do to build client loyalty? Please leave a comment below.