Your best source of business is people you’ve worked with in the past
The New Year is the perfect time to commit to improving the way you currently work in real estate. Whether the market is in good shape, like in the Westide, or not, like in other areas, your connections are one of the most important parts of your business and will help you stay afloat despite market conditions.
To stay at the top, you’ve got to maintain peak performance. Resolve to take advantage of the New Year by expanding your contacts within your community and deepening the relationships you’ve already created.
Take the next few weeks to connect with your past clients. The communication doesn’t have to be complicated or elaborate. A simple phone call wishing them a good New Year, and adding a plug about the solid state of real estate in their neighborhood will be welcome information. They may be nervous about the market so be prepared to back up your good news with some examples of listings you’ve represented or know of.
After wishing them a Happy New Year here are some ways to continue the conversation:
1. “How’s the family?” Add children, pets, and extended family—the more specific the better.
2. “How’s business?” Again, the more you know about her professional life, the better
3. “How’s the house?”
Your clients may say, “Thank you, thank you, I love the home.” Then you’ll follow-up with something like, “If you know of anyone else who’s in them market, tell them to call me—a friend of yours will be mine too I’m sure.”
They may share that things are going really well, they’re considering buying a bigger house, and they were just thinking about you.
Or they may share that they’re struggling now. A divorce, a death, or debt means that they need to sell. Offer to provide a market evaluation to see what they can possibly get for the house.
New Years, Hannukah, Christmas, birthdays, and anniversaries always provide a reason to reconnect with your clients, who, if you want to do business like me, are really your friends. Commit to improving your communication this year. The connections you make now will benefit you over the next 12 months. ♦Digg it ♦del.icio.us ♦Add to Technorati Faves
To stay at the top, you’ve got to maintain peak performance. Resolve to take advantage of the New Year by expanding your contacts within your community and deepening the relationships you’ve already created.
Take the next few weeks to connect with your past clients. The communication doesn’t have to be complicated or elaborate. A simple phone call wishing them a good New Year, and adding a plug about the solid state of real estate in their neighborhood will be welcome information. They may be nervous about the market so be prepared to back up your good news with some examples of listings you’ve represented or know of.
After wishing them a Happy New Year here are some ways to continue the conversation:
1. “How’s the family?” Add children, pets, and extended family—the more specific the better.
2. “How’s business?” Again, the more you know about her professional life, the better
3. “How’s the house?”
Your clients may say, “Thank you, thank you, I love the home.” Then you’ll follow-up with something like, “If you know of anyone else who’s in them market, tell them to call me—a friend of yours will be mine too I’m sure.”
They may share that things are going really well, they’re considering buying a bigger house, and they were just thinking about you.
Or they may share that they’re struggling now. A divorce, a death, or debt means that they need to sell. Offer to provide a market evaluation to see what they can possibly get for the house.
New Years, Hannukah, Christmas, birthdays, and anniversaries always provide a reason to reconnect with your clients, who, if you want to do business like me, are really your friends. Commit to improving your communication this year. The connections you make now will benefit you over the next 12 months. ♦Digg it ♦del.icio.us ♦Add to Technorati Faves
posted by Myra Nourmand at
7:00 PM
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