Statistics from the National Association of Realtors indicate that 91% of our clients would use the same agent again – and yet only 13% do. Why is that? Well, it’s primarily because agents don’t do a great job of staying top-of-mind.
The real estate market has become high tech and high touch. Our clients are being bombarded with everything from email newsletters, Facebook and LinkedIn blasts, TikToks and robocalls from hundreds of competitors, so it’s crucial that we develop value-added relationships with our sphere of influence and then stay in touch regularly.
To find out more, we spoke to two members of the Long & Foster Gold Team – Phil Gerdes, of The Gerdes Team, from the Annapolis West sales office and Susan Verner, from the Park Potomac office. We also gained some insight from Prosperity Home Mortgage’s Brian Haug, senior vice president/divisional sales manager, and Ryan Dailey, area manager.
Here are a few of the valuable tips they shared:
Put together a written system for contacting your current and past clients and work it consistently, no matter what.
Always invest a portion of your commission back into your business to be used for sphere of influence and past client marketing and gifts.
Have regular “touches” with all of your current and past clients – don’t let more than 10 days go by without them seeing your name associated with real estate.
Make your social media contacts personal – instead of just “liking,” make an actual comment about their posts. Send a private message congratulating them on a family win.
Send gifts that are specific to them. When interacting with your clients, pay attention to their interests and hobbies for gift ideas.
The best gift is a handwritten note.
Don’t be afraid to pick up the phone for no reason at all – wish them a happy Wednesday and let them know you were thinking about them.
Finally, your clients are being targeted by other mortgage companies. They’re marketing their partner real estate companies to them, but our Prosperity partners go the extra mile to promote you. With Prosperity’s Post-Closing Journey program, your clients will receive five touches per year, including a birthday card, co-branded with your name and contact information. This is just another way Prosperity ensures that your clients keep coming back to you.