As we continue on our journey of relational marketing, I wonder how many of us are sitting down with our clients to review our relationships with them…..Hummmmm……. we actually have to go out and SEE our clients! You know…the people who put food on our table and in our kids’ mouths….the people who make our mortgage companies happy….the people who allow us to have the finer things in life! Yes, THOSE people. As in relationships with our spouses, siblings, parents, loved one’s etc., we need an annual if not bi-annual check IN PERSON to see how we are doing. The worst thing that can happen to our business is that we neglect our clients and another agent slips in and forms a relationship that is stronger than the one we have with our clients. It is ten times more cost effective to retain our clients than it is to continually be on the prowl for "new business"…the folks that have absolutely no relationship with us. Why is it that real estate agents spend 95% of their marketing dollar always trying to drum up new business when they have people that already love them that want to do business with them? It does not make much sense. I personally believe that we should be spending no less than 80% of our marketing budget on people we have already have relationships with. It just makes sense.
"Brandon…..I agree with you…..I have neglected my clients", you say. "Where do I go from here????"
OK, young Jedi Knight, here is the gameplan……
1. Call you clients and see when a good time would be at their convenience.
2. Coffee or lunch is the best. Starbucks, McDonalds, etc. It doesn’t have to be expensive.
3. Ask your client what your weaknesses or imperfections are and get deep into problem areas. Don’t be afraid to take the chance. Problems solved are clients for life!!! If you don’t ask what you can do to be better, you will never know.
4. When you get feedback, write it down. Look at implementing the ideas and feedback you are given.
5. Find out about different parts of your clients lives. You will be suprised at how business just falls into your lap if you just ask them about themselves or those around them.
6. Remind your clients of services you do. Unless you tell them certain niches they cover, they may forget!
7. Enjoy time with your client-friend! This is, after all, about the relationship.
Happy Selling!
Brandon Patrick
Dean of Students
Real Estate Toolbox University
