This is a re-blog of a post by Dawn Fabiszak on Active Rain from a couple of days ago. It’s a great example of how effective contact management helps her build deep and lasting client relationships. Over to Dawn:
Yesterday I received a call that started out with, “I’m not sure if you remember me….”. My response? “Hi, Diane. How have you been? Are the kids both doing well?” I was in my car when I received the call. And I added, “I am driving right past your subdivision on the way to the vet with my dog.” You see, I keep in contact with my past clients. I send out birthday cards, home anniversary cards and Christmas cards on top of my newsletter.
When I work with a buyer or seller, I want to get to know them beyond our real estate dealings. I get to know their kids, their pets, their hobbies and passions. I write that all down so I don’t forget. They mean more to me than just a real estate transaction and a commission. I have been known to stop by when I am in their neck of the woods just to say hello.
Diane was happy that I remembered her and her 2 kids. It made her feel good. Through the phone, I could feel her smile. She is looking to down-size. Both kids are out of state in college and she now wants to live closer to work. The school district no longer matters to her. Our appointment is later this week. I am looking forward to catching up and helping her move to her next home.
I love when I receive the calls that start out with, “I’m not sure if you remember me….” because my response is always the same, “I absolutely remember you.” Followed by somthing more specific about them. That is what I love about real estate. It’s the reationships that I have built along the way.
To see Dawn’s blog, click http://activerain.com/blogs/dafab1 .
Ensure you’re regularly sending out cards and newsletters to past clients and that you know their interests, children, hobbies, etc. The best way to ensure you’re doing this is through a contact management system. Download a 5-week free trial of the system here.