Here are four great tips for building strong, lifelong relationships with everyone in your real estate database. Remember, forging lasting relationships with your sphere of influence (SOI) is the key to developing that coveted referrals and repeat business.
1. Use a real estate contact management software
The starting point to building a referrals-based business and strong relationships with your leads and clients is to sign up for and use a real estate contact management system. It is also what will make it easy for you to carry out the tips discussed in this article.
The software will let you manage all of your contacts, transactions, documents, and appointments in one consolidated place. This is fantastic from a “getting organized” standpoint. But perhaps the best part of a real estate CRM is how easily you can keep in touch with your database. You can take advantage of the system’s drip marketing campaigns and, if you’re using IXACT Contact, the software’s professionally designed and written monthly e-Newsletter.
2. Take a multi-channel approach to keeping in touch with past clients
Use your CRM for Agents to stay in touch with past clients, but be sure to take a multi-channel communications approach. This means keep in touch in a variety of ways, such as email, direct mail, phone calls, and face-to-face meetings or events. Click here to learn how to implement an effective multi-channel keep in touch strategy.
3. Nurture your leads
Are you doing everything you can to maximize the likelihood that all of your leads turn into clients? If you’re not assigning your leads to drip marketing campaigns, the answer to that question is no. Drip marketing is an excellent tool for nurturing the leads in your database, staying “top of mind,” and building trust and credibility with them until they’re ready to work with you. A good real estate contact management software will come with pre-built campaigns for a variety of buyer and seller lead types and FSBOs.
4. Recommend other business professionals
There are a multitude of benefits to positioning yourself as an Agent who can easily recommend other trustworthy business professionals like plumbers, electricians, landscapers, and interior designers. Doing this lets you add real value to the relationships with your contacts over time and gets them calling you in between transactions for recommendations on reputable home experts. It’s great way to build relationships with your clients, leads, and business partners. And when these professionals see that you’re referring them, they’ll reciprocate and refer your services to those who they know.
Relationship-building means staying in touch and doing things to provide value to your leads and clients over time. When you forget to stay in touch with a client, or let a lead slip through the cracks, you’re missing out on great potential sources of recurring business down the road. Agents that master relationship-building don’t spend their time prospecting for new business. Instead, a steady flow of business comes their way from the people they already know.
What has helped you build relationships? Please leave a comment below!