1. Overcommunicate and Overservice
The biggest complaint among real estate clients is about lack of communication from their agent. Make sure you keep your clients up to date on every detail of their transaction. If they call you, quickly get back to them. Show them that their business is important to you. Go the extra mile and wow them with personal touches. And never make a promise you can’t keep. It’s better to under-promise and over-deliver than to over-promise and under-deliver.
2. Reward Loyal Clients
Sometimes agents can become so focused on bringing in new clients that they forget about the ones with whom they have already worked. A little thank-you goes a long way. Reward past and current clients with exclusive discounts, rewards or other tokens of gratitude.
3. Think Long-term
Don’t think of your clients as a one-time, short-term commission, think of the total revenue that they can bring you over time. Develop a long-term marketing strategy on how you will keep in touch and stay top of mind with existing and past clients. Email is a powerful tool and should be at the forefront of your marketing plan. Add value by sending newsletters and blogs that offer useful information your clients would be interested in. With OnMark Pro®, a powerful tool from AHS, you can create your own marketing materials, personalize them with your photo and information, then print or email them to past and potential clients.
4. Connect through Social Media
According to Forrester Research, getting social media followers and fans to engage often makes them far more likely to recommend you. Using Facebook, Twitter, Pinterest and other social media sites daily can help ensure that your clients become advocates and want to refer you to friends and family. To amplify your content offerings, follow and share existing AHS® content from our AHS social media accounts.
5. Ask for Referrals & Show Gratitude
Although some clients may give you referrals without prompting, many won’t, so you will have to ask for them. Include a request for referrals in all of your client communications and try to bring it up naturally in conversation. Consider creating a referral program. For example, reward clients with a gift card for every three referrals they give you. If one of their referrals turns into a client, give them a higher-value gift card. After receiving referrals, a hand-written note/card with an update is a nice touch. Keep track of who sends you business so that you know to give these people extra attention.