Chapter 9: Create a Referral Campaign One of the main reasons you keep in touch with clients after the transaction is not only to get a great review from them; it’s also so you can get referrals from them. Reviews and referrals go hand-in-hand; if your clients enjoyed working with you so much that they want others to know about it in a review or testimonial, they are probably going to recommend you later to a family member or friend who happens to have a real estate need. Of course, that WON’T happen if you fall off the radar. So don’t. Implement a crafty campaign to keep all of your clients in the loop of your life and you in theirs. There are several ways to do this, from simple and inexpensive to more extravagant. You can choose what works for you and what will convince the client to send more business your way. The name of the game is to follow up regularly, continue to provide value and ask earnestly for their referrals. Client referrals are the most important referrals that you can earn. Not all referrals are going to immediately turn into a lead, but if you don’t win the prospective client over immediately, continue to follow up with emails or even direct mail. The hope is that they weren’t ready to make a decision and your persistence will keep you fresh in their mind. Maintaining a consistent relationship with your past clients is how you set yourself up for running across their friends and family members who might need your services, even if down the road. How to Stay in Touch The easiest way to consistently reconnect with your previous clients is with a simple personal update of some sort. While it’s true that no former client wants to see stuff from you all the time, whether on social media or in their mailbox, there are still many times where a personal update is appropriate and very much appreciated. You should aim to have a system for reconnecting with your old clients. By going through all your sphere a couple times a week, you'll make this a habit and eventually get through all your contacts. Let's talk about some ways to stay in touch with your sphere of influence, communicate with them, build relationships and prevent them from going dormant.
36
Powered by FlippingBook