The best real estate agents maintain a strong connection with past clients. Most new business comes about because of word of mouth and referrals, but a surprising number of professionals may not be doing enough in this regard.
Therefore, it is extremely important that all agents focus on earning more referrals. Say, for example, that a professional is well-versed in selling foreclosed houses to investors. Those same clients could then spread the word, and soon phone calls and emails will be pouring in. This business boost is extremely valuable, and is one that shouldn't be overlooked.
Always offer additional value
The easiest way to keep clients coming back for more? Always provide value, according to Matthew Collis, a contributor to Inman News. These relationships are important, and that desired referral may not come right away. That is why it is a smart decision to always offer something, so people will have a reason to check in.
This can be achieved with a great contact management system, Collis explained. Essentially, this is how a real estate agent earns email addresses, phone numbers and other information. Armed with this data, they'll be able to send out newsletters and other marketing elements. Better yet, the agent can recommend fellow professionals - like a home appraisal expert - so they are constantly providing value to former clients.
Most importantly, a real estate professional should stress how important referrals are to their business. This subject should be approached in the proper manner, like on a website, email signature and other similar items. The agent can mention who can benefit from his or her services, like families, investors and first-time buyers.
Courthouse Retrieval System can help any real estate professional succeed in the industry. With an expansive collection of mortgage records, property data and much more, providing value to clients will be an easier task.
Lists can lead to referrals
It takes a little legwork to earn quality real estate referrals, according to Wade Webb in an article for AgentsBoost. In order to achieve this goal, the best agents use lists - in fact, they often use as many as three.
For example, the first list typically covers current and past clients, Webb noted. In order to populate this, agents should collect email addresses, social media contacts, cell phone numbers and much more. Second, they can form a list of other agents. Buyer preferences can be analyzed, and then professionals who deal in those aspects can be contacted. After that, it helps to stay in touch to earn future referrals.
The third list should be about demographics. Clients should be recorded based on neighborhood, property type and income level. This niche list can be the perfect way to provide value to customers. If a certain listing comes along, it will be easy for the agent to figure out who will be most interested in taking a look.
With all these lists, real estate agents should make sure to contact former clients several times a year. A steady stream of emails can help, but it is also a smart idea to schedule at least one face-to-face meeting per year.