Login
iscover
Here’s something to keep in mind: it is six times more effective, six times more economical, and exponentially far easier to nurture past clients and stay engaged with contacts who know you than to continually try to find new business.
Sounds simple, doesn’t it? Love the one you’re with, and you are far more likely to have success in an industry that’s all about building relationships and trust with people.
But while the theory is simple, the reality of staying in touch and remaining memorable requires discipline and strategy.
So let’s look at a few simple habits and strategic approaches you can apply in your business right now to love the one you’re with.
The ‘just a note to say’ card
It’s simple, effective and packs a massive impact, but the humble “just a note to say” card is an engagement strategy that is used by far too few, far less than it could and should be.
If you’re in doubt over how effective it can be, ask yourself this: When was the last time you received a just a note to say card from any business?
When you have received one, how did it make you feel?
Pick up the phone
Has a property just sold in the vicinity of a past client? Is the market changing? Is it the anniversary of their home purchase?
Then pick up the phone, reach out and make contact for those reasons or anything similar.
Like the just a note to say card, the impromptu phone call or personalised SMS is a hugely effective contact strategy.
In fact, I’d argue it’s one of the best, indicating to that client or contact that they are on your mind, that you remember them, value them, and that their property journey matters to you.
To illustrate just how effective this strategy can be, consider this equation: 5 phone calls a day + 5 SMS a day = 50 connections per week = 2,500 touch points a year.
The rent roll
A director of one of the businesses within our network recently brought the following to my attention, and it’s a great suggestion: take a quick dive into your database in search of current landlords or investors with two or more properties.
Due to the recent increases in interest rates, owners of multiple properties are potentially considering their current financial position and may well be looking to sell part of the portfolio to preserve their cash flow.
Even if they’re not looking to sell right now, there’s a good chance they might be considering it as a strategy at some stage in the years to come.
Simply call them, and make the following suggestion: “Mr/Mrs investor, let’s evaluate the possible selling price of your investment properties so you can make informed decisions for the immediate future.”
Ask your accountant
Don’t have a list of landlords? What a great opportunity to do a little business networking and seek out some investors.
In this case, what about reaching out to your accountant?
“Hello {Your Accountant}, we have a number of buyers looking to purchase.
“If you have any investors considering offloading an investment or investors who should be offloading their property, please pass on my details.”
Accountants know which clients may be in distress and most accountants love referrals.
Get them priced correctly
If you’re really looking to love the one you’re with, ensure the properties that you currently have listed are priced correctly.
For those requiring price realignment, consider saying the following:
“Mr & Mrs seller, it concerns me that remaining at this price point is helping other homes look more attractive and value for money than your own.
“Let’s make the most of the next four weeks and get your property priced competitively.”
Make your bed in the morning
Did you know, those who make their bed in the morning are 206.8 per cent more likely to become a millionaire?
That’s according to research conducted by socio-economist Randall Bell who has studied the behaviour of successful people and wrote the book, Me We Do Be.
Sure, it’s not exactly related to the topic of retaining contact with past clients and other connections you’ve made, but it is something that underpins effective habits.
It’s food for thought, isn’t it? And probably has you vowing to make that your first priority tomorrow morning.
What will you do today?
Now the only question remains, what will you do today? What small and simple strategy will you implement to continue forging connections between you and past clients or contacts?
How will you become six times more effective and six times more economical while building your business results exponentially?
What a great question, and one that only you can answer!
Manos Findikakis is the CEO of Agents’Agency.
You are not authorised to post comments.
Comments will undergo moderation before they get published.