How much blood, sweat and tears do you put into the before sale marketing of your listings? A descent amount, right? Just getting the listing itself can be utterly exhausting! Then you have the marketing – the professional photos, the virtual tours, the advertisements, the price reduction meetings… you know the drill.
But what about after the sale is all said and done? Are you just so thankful that you got the transaction to close that you pretty much just succumb to the emotional roller coaster you’ve been riding and slump into a big messy heap, recover and move on to the next ride?
What percentage of Realtors® do you think have an after sale plan in place and using consistently? 50%? 40%? 30%? Nope. How about less than 10%? Now, the question is, are you included in that 10%?
Referrals should be the root of your growing tree.
Here’s some savvy ways to continue to be at the top of your past client’s minds when it comes to referrals:
1. (This first one may seem really elementary, but you’d be surprised how many don’t do this!) Get a testimonial! It always has and it always will be not what you say you can do, but what other have said you have done. The easiest way to gain testimonials is to request it within a week of closing and via an email. Get it while your successful closing is still fresh in everyone’s minds and get it quick! These can be used in your listing presentations, your blogsite your LinkedIN account, pretty much everywhere.
2. Send some type of communication to them on a REGULAR basis. Since 80% of sales happen after the 5th means of communication, consistent contact is truly a must in this scenario too. A simple email saying hello, a quick call to see how they are doing… this is also an excellent example of how to use the social networking aspect of Top Producer’s 8i system where you can see what your previous clients have been doing via their Facebook updates – pick up the phone and talk to them about it. Instant connection!
3. Remember the dates. Not just their closing date, but their birthdays too. I’m still a huge fan of SendOutCards (no affiliation here) or handwritten notes. They just exuberate emotion.
4. Be social. Get out to where your previous clients socialize. Not in a stalking way, but in a relationship sustaining way!
With just one of these suggestions in place and made part of your business building routine, it’s practically a given that your referrals will grow in numbers and your sales will too.
Have other suggestions that work too? Share with us in the comments below.
