Many real estate agents dread calling past clients, especially those they haven’t spoke to in a long time, because they don’t know what to say or how to begin the conversation. If this sounds like you, you’ll want to read this article as we’ll discuss how to get around the problem of “not knowing what […]
Take a look at your real estate contact management database. Chances are, approximately 20% of the people on that list give you 80% of your referrals and repeat business. That is, of course, an example of Parato’s Principle; the so-called “80-20” rule. How you treat those cream-of-the-crop contacts will have a significant impact on the […]
The real estate transaction closed. You’re certain that you did a great job for your client. Then, a month after the move, you visit and ask for her candid feedback. She says, “Well, to be honest with you, I’m not very happy with your service.” Ouch! What happened? There are many reasons why a client […]
What are the most important five minutes of your day? Is it promptly returning a client’s phone call? Sending out a real estate marketing email? Following up on a hot new real estate lead or referral? Of course, all these activities are important because they are directly related to building your business, income and future. […]
When you see a Doctor or Lawyer who has “By Referral Only” on the office door, what is your impression? Probably that he or she is exclusive, an expert, in demand, and respected by clients and colleagues alike – a highly successful professional. The psychology is simple. People believe – for good reason – that […]
We highly recommend that you personally visit your best clients once a year as a way to keep in touch with everyone in your real estate contact management database. And you should know that keeping in touch with your sphere of influence (SOI) will help you build your referral and repeat business. One way to […]