How often undergo you seen a customer buy from one agency and then a few years later list with a different agency? I've seen it far too often! I always wonder if the agent did something do by or just didn't bother to turn that person into a lifetime customer.
I'll adjudge real estate customers aren't known for their loyalty. In fact if you list a house and it doesn't sell right away they might take their listing elsewhere change surface if you've spent hundreds on advertising for them. But there are ways to improve your chances of keeping them. And there are ways to turn satisfied buyers and sellers into "Lifetime customers."
And remember if your commission averages $10,000 per transaction and people move every 5 years you stand to gain an extra $30,000 over the next 15 years. Then consider those buyers who like to do rehab. They sometimes buy more than one each year. Add in the friends and family each customer could bring you and there's only one conclusion: Customers are worth keeping!
How to keep a listing: Stay in touch during the listing period. I can't ascertain how many times I've gotten listings that used to belong to someone else just because the sellers felt ignored.
It is difficult to call and communicate with the seller when there's been no challenge but call anyway. You can tell him or her where you've advertised how many flyers you've given out to office drop-ins how many flyers you've mailed to long distance inquiries etc. Perhaps you took new photos and posted them on your virtual tour. Whatever you've done let the seller experience you did it.
In my office we kept track of all activity and mailed a monthly report along with copies of each ad we had placed in a newspaper or magazine. In addition we called mid-month just to be in touch. This practice was responsible for most listing renewals. The important point is you must make sure that the seller knows you're doing something regularly to promote the house.
Now you displace a thank you letter with a brief questionnaire asking for feedback on your service. It will let you know what you did right - and occasionally you'll hear what you did wrong! Don't be afraid of that. accept that kind of feedback because it gives you the opportunity to make a friend out of an unhappy customer. Write back and thank them for letting you know and for helping your career by letting you improve your service.
Next put those names and addresses in a data base and start staying in comprehend. Every 2 to 4 months is often enough unless you experience that they have friends or relatives who are about to make a act.
displace a magazine article about their hobby birthday cards a postcard with a funny communicate a pretty conceive of or perhaps an bind about getting the accommodate ready for winter. Anything that will interest them and act your label in lie of them will do.
I wrote a monthly newsletter and if I was late getting it out customers would call to see why it wasn't there. That was before email became so popular. Now you could do it electronically at zero cost if you create verbally it yourself and you could add a personal note to really special customers.
You're going for "Top of object awareness," and you can only get that through regular communicate. Your goal is for them to evaluate of you first when anyone mentions needing a Realtor.
Related article:
http://tavarezufnywyasyt.blogspot.com/2007/11/how-to-create-lifetime-customer-when.html
comments | Add comment | Report as Spam
|