What’s your top priority as a real estate professional? Lead generation, of course. The more leads you generate, the more successful your business will be. However, if you’re like many agents, lead generation is the hardest part of the business, especially if you don’t have a system in place.
But, it doesn’t have to be. The greatest source of future business is at your fingertips. More than 80 per cent of all real estate transactions are referred and repeat customers, according to the National Association of Realtors Buyers and Sellers Profile 2014.
By offering your clients high-quality service, staying in touch after the transaction has closed and asking for their referrals, you can create a reliable source of hot, new leads. The biggest challenge lies in staying in touch with your clients so you can continue to gain their trust and build the relationship.
Sharpen your competitive edge
A great customer relationship management (CRM) tool will not only house your clients’ information, it’ll also make it easier to keep in touch with them throughout the transaction and after it has closed. Although the best time to ask for a referral is when you’re working with a client, staying in touch with them afterward will ensure that you stay at the top of their mind. And, you’ll stand out. The reason that homeowners can’t recall the name of their real estate agent is because the agent lost touch with them as soon as the transaction closed. Stay in contact and they’ll not only remember your name, they’ll refer your services to their family and friends as well.
A CRM helps you focus on the clients that drive your business; that is, the ones who send you referrals. While it’s important to have relationships with all of your clients, the ones who have referred you receive the majority of your time and attention. You’ll continue to build a database of advocates that you enjoy serving, and even have fun while you’re generating leads.
Take the guesswork out of your day
It’s hard to be productive when you’re not sure where to start. A CRM will give you a list of clients to contact each day based on their priority level in your database; you’ll contact your top referrers more often than you’ll contact the clients who haven’t referred you yet. Touch base with your best clients over the phone, write a personal note to say “hello” or to mark a special occasion, or stop by their homes with a small gift to show your appreciation for their business and referrals – you’ll always know who to contact and when to connect.
It’s a good life!
Brian Buffini immigrated to San Diego from Ireland in 1986 and became a top-performing Realtor. He then founded Buffini & Company to share his powerful lead-generation system. Buffini & Company has trained more than three million people in 37 countries and coaches more than 25,000 business pros. Today, Brian is a New York Times best-selling author and reaches over seven million listeners a year through “The Brian Buffini Show” podcast.
