What’s the best system for you to keep in touch with your past clients and your sphere of influence? Find out today.
Your people want to hear from you. I’m not asking you to make cold calls, but rather to reach out to those who already know, like, and trust you—your friends, family, and other people in your sphere of influence—and serve them.
To do that, you’ll need to get on the phone a little bit more and provide those people with value. When’s the last time you checked in with your past clients to ask them if they were interested in selling their home or if they were curious about what their home is worth? That’s a critical call to make. I promise you, they’re not going to think you’re selling. They’re going to think you’re serving.
Another practice you should be engaging in is the leveraging of your social media. If you’re not on Facebook and Instagram, you’re missing the boat. Often, people really just aren’t sure where to start when it comes to social media mastery. First, you’ll want to study it—take a class, do some research, and get a handle on the best strategies that will allow you to leverage these tools to your advantage.
The important part to remember is that you need to be human on social media. Your clients don’t just want to know that you listed or sold this or that house; they actually want to know who you are when you’re not working. It bonds you to them on a deeper level and helps them to understand that your business comes from their fueling a really robust life.
If you like to cycle, then talk about some of the best places that you like to ride your bike. If you like to ride horses, post some pictures of yourself riding horses.
However, there’s a balance to keep: Remember, during the day, you’re always working, but in the evenings and on the weekends, it’s okay for you to be more human and add a little bit more of that personal touch.
I’m also often asked if an agent should have both a business and a personal page for their various social media platforms, and the answer is yes. Just keep in mind that you don’t want to constantly post throughout the business day; doing so can make you appear unfocused.
Then again, on your business page, you don’t want to come across as dry and stuffy, where you only post about this or that listing. Post some personal things there, too. You’ll find your balance between the two as you navigate the social media waters.
The next best strategy to stay in contact with your sphere of influence is to write personal notes. These are ways to thank someone when they refer a client to you—you can actually write a note to them or send them a referral gift. Since they don’t expect much (or anything at all), it doesn’t have to be lavish or expensive. However, remember to pay attention to Nevada law and tax law. Nonetheless, giving them a small token of your appreciation will only help reinforce the behavior that you want: referrals, which are the lifeblood of your business. Be sure to thank them each and every single time they refer a client to you.
After personal notes and gifts, try hosting an event. You can invite your past clients, your sphere of influence, your friends, and your family. This event could be as simple as a backyard barbecue. In fact, that’s a great idea, as it’s a way to gather your sphere of influence in one place where you can make real connections with them one at a time.
My final strategy is also one of the most important: Ask for referrals every single time. This is a big thing in our business that agents really do struggle with. If you do a great job for your clients, it’s okay for you to ask for a referral after you’ve done something extraordinary.
Asking for referrals is also very simple; you don’t have to stumble around the subject if you set up the expectation at the very start of working with your clients. Explain to them that you’re not just out there to find one cold lead after the next, that you really invest your time and effort into your clients and serve them in an outstanding, personable way, and that the way you can continue to do that is by generating referrals. Helping clients understand that sending you referrals is the ultimate compliment is not only a natural thing to do in business, but I think your clients also expect it. Go ahead and ask at every opportunity you’re given if your clients know anyone who could benefit from your services.
As a final note, to be successful, you also need to be consistent. No matter what systems or strategies I’ve mentioned today speak to you the most, pick one or two, then focus solely on them until you’ve mastered them, after which, you can add to them.
When agents have slow times, they tend to get really active because they want to drive their business up. Once they’ve driven their business up, they start working with all that business, but then they lack the time to continue to do the things that made them successful in the first place. Don’t bite off more than you can chew—just make sure that you master one or two of these strategies and consistently utilize them over time.
I think you can see that at RE/MAX Realty Affiliates, my sole focus is on my agents, helping them do things like this to take their business to the next level, and I can do the same for you. If you’d like to learn more about joining our team, all you have to do is reach out to me. I’d be glad to speak with you.