Working in real estate is about building great relationships. When business is slow and new clients are hard to find, it’s a great idea to reach out to old and potential clients to keep your name and business top of mind. Here are a few things to consider when reaching out:
YOU’RE BUILDING A RELATIONSHIP
Any touch points you have with clients should be done with the appreciation that you are building a business for the long-term. You not only need to be respectful of your client’s time, but you should also be willing to sacrifice short-term gains for long-term successes.
KEEP YOUR CLIENTS’ NEEDS IN MIND
One of the best ways to stay top-of-mind with prospects and former clients is to show that you truly care about what they want or are interested in. This doesn’t have to be exclusively related to real estate but can be something as simple as sending over a helpful article, mailing a birthday or holiday card or recommending a new restaurant in a nearby town.
RELATIONSHIPS ARE A TWO-WAY STREET
When staying top-of-mind, remember that you need to give as much as you expect to get. Your touch points with clients should show that you have valuable thoughts and advice to impart on them. When clients feel that you’re giving of yourself, knowledge and time without the immediate expectation of rewards, they’ll be more willing to give you their business when the time is right.
Many agents use customer relationship management (CRM) tools to track prospects and to be reminded when it’s a good time to reach out. For example, many CRM tools will remind you to contact “cold” leads after two or three weeks of inactivity. A simple check-in, such as an e-mail asking them if they’re still looking for a house or recommending a new restaurant in town, can be immensely effective in keeping you top-of-mind. However, don’t only do this once! CRM tools are fantastic at keeping track of your client pipeline.
As with all of your marketing, be consistent and respectful, and build long-term relationships with your clients that will position you to succeed in the years to come!