Saturday, July 13, 2024

customer relations

    Maintaining and nurturing your relationships within your sphere of influence (SOI) is crucial for generating leads and building a successful real estate business. Here are ten conversation ideas to help you engage with your SOI effectively.

    1. Local Events and Community News

        • Keep your SOI informed about upcoming local events, community news, and happenings. This positions you as a community expert and keeps the conversation engaging.
        • Example: “Did you hear about the new park opening downtown? It’s going to be a great addition to our community!

    2. Home Valuation Offers

        • Offer to provide a complimentary home valuation for homeowners. This can spark interest in selling and allows you to discuss their real estate goals.
        • Example: “Hi [Name], would you like to know what your home is currently worth? I’d be happy to provide a free home valuation.”

    3. Home Maintenance Tips

        • Offer seasonal home maintenance tips to help homeowners maintain their property value. These tips can be shared through newsletters, social media, or direct conversations.
        • Example: “Hey [Name], with winter approaching, it’s a good time to check your home’s insulation and heating systems. Proper maintenance can help you save on energy bills.”

    4. Client Success Stories

        • Share success stories from recent transactions. Highlight how you helped clients navigate the market, negotiate deals, or sell quickly. This builds trust and showcases your capabilities.
        • Example: “I recently helped a family sell their home in just two weeks for above asking price. It’s a great market for sellers right now!”

    The Market Update Series is shown above. To learn more, Click Here.

    5. Investment Opportunities

        • Discuss real estate investment opportunities in your area. Highlight potential rental properties or market conditions that make it a good time to invest.
        • Example: “Have you ever considered investing in rental properties? There are some great opportunities right now with high rental demand.”

    6 Personal Touches and Check-Ins

        • Simply check in to see how your contacts are doing. Personal touches can strengthen relationships and keep you top-of-mind when they or someone they know needs real estate services.
        • Example: “Hi [Name], it’s been a while! How have you been? Anything new with you or your family?”

    7 Neighborhood Spotlights

        • Highlight different neighborhoods in your area, discussing their unique features, schools, amenities, and market conditions. This can pique interest in both buying and selling.
        • Example: “I’ve been exploring [Neighborhood] recently. It has some fantastic new restaurants and highly rated schools. Have you visited lately?”

    8 Educational Content

        • Provide educational content about the home buying or selling process. This could be tips on preparing a home for sale, navigating mortgage options, or understanding market conditions.
        • Example: “I’ve put together a guide on the home selling process. Would you like me to send you a copy?”

    9. Celebrating Milestones

        • Acknowledge important milestones such as anniversaries of when clients bought their homes, birthdays, or other significant events. This shows you care about them beyond just business.
        • Example: “Happy Home Anniversary, [Name]! Can you believe it’s been [X] years since you moved in? Hope you’re still loving your home!”

    10. Plan an Event

    • Put together an event for past clients or invite everyone in your sphere. It could be a summer picnic, a movie night, or a family baseball game at a local park, the ideas are endless. 
    • Then reach out to your sphere with individual invites. USe this time to also catch up on what’s going on in their lives and see if they know of anyone thinking of buying or selling.

    By incorporating these conversation ideas into your interactions with your sphere of influence, you can strengthen relationships, demonstrate your expertise, and stay top-of-mind for future real estate needs.


    When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

    Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

     

    2. The Free 6-Month Done-For-You Strategic Marketing Planner

    The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The Free Online Real Estate Business Plan

    The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals.   – Click Here

    4. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here


     

      That 89% of homebuyers say they will use their agent again says a lot about the fantastic job real estate agents do with their clients.  

      Yet, only 12% of buyers used their former agent when buying another home (NAR).

      Weird, isn’t it?

      Something happens – or doesn’t – between the closing table and the time your client engages in another real estate transaction.

      Let’s cure the disconnect between “first-timer” and “client-for-life.”

      Former clients are “warm” contacts

      Unlike picking up the phone for cold calling, a call to a former client is like calling a friend.

      It is one of the more comfortable tasks in an agent’s business. If they hired you in the past, they clearly know, like, and trust you. 

      Your only job with these past clients, at least right now, is to remain top-of-mind with them.

      Here’s just one reason why:

      “Depending on which study you believe and what industry you’re in, acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one,” claims Amy Gallo at Harvard Business Review.

      Here’s another stat that you may find impressive, “Increasing customer retention rates by 5% increases profits by 25% to 95%”, Frederick F. Reichheld and Phil Schefter, Harvard Business School

      The Holiday scheduled campaign is shown above. To learn more, Click Here.

      Large and splashy or understated?

      Reaching out to former clients doesn’t have to cost a lot or be overly extravagant.

      A phone call, a postcard dropped in the mail, or a check-in on social media are all perfectly appropriate ways to get your name back in front of a past client.

      Here are a few more inexpensive ways to reach out to former clients:

      • Put together a quarterly market update and direct mail it to former clients.
      • Keep in touch via a monthly or quarterly mailed newsletter
      • Send out birthday, anniversary, and annual home anniversary postcards.
      • Include them in Just listed/Just sold postcards you’re mailing to announce transactions near your clients’ homes.
      • Take them out for coffee, cocktails, or lunch.

      Naturally, a large and splashy “touch” would be more memorable. These include client appreciation events. The key to a successful client retention strategy is consistency. 

      The most important part of these conversations

      The question used to be, “Who do you know that might be thinking of buying or selling a home?”

      Today, the question is best when it’s narrowed down.

      If you have read the book “Guerrilla Marketing in 30 Days,” you are familiar with this concept. In it, Jay Conrad Levinson says to try narrowing “… the universe of those you ask.”

      Here’s an example:

      Marcy is a former client who loves playing tennis. Instead of using the broad question, narrow it down to “Who do you play tennis with who might be thinking of buying or selling a home?”

      Instead of combing through her mental database of everyone she knows, her mind turns to the tennis court and her conversations with fellow players.

      You know that former clients most likely want your services when they next buy or sell real estate.

      Don’t let so much time go by that they forget your name. Reach out and stay in touch with them to stop leaving what should be easy money on the table.


      PLUS: When you have time…below are some marketing tools to help support your success.

      1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

      Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

      2. The Free 6-Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

      3. The Free Interactive 6-Month Real Estate Business Review

      The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.   – Click Here

      4. The Become a Listing Legend Free eBook 

      This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here


        The following is a recent quote referencing a home that the home was on the market for one day and brought in multiple offers.

        “28 groups of people through the Open House! Don’t let your agent tell you they don’t work!” Missie McSweeny (Detroit metro agent) in the Real Estate Agents Who Get It Group on Facebook.com.

        Here’s another quote from a different agent, Gregg Roberts (Winter Springs, FL agent), in the Real Estate Agents Who Get It Group at Facebook.com. 

        “We had an amazing turnout at our BBQ Open house on Saturday!  We ran out of food within the 2-hour window and showed this beautiful property to over 50 groups in the past 3 days. Ultimately, this seller will be walking away with $11k over our list price!”

        And, one more quote:

        “Saturday and Sunday open houses are very busy and successful. Each day, about 20 groups of clients came by,” Qian Shi (Petaluma, CA agent)

        Yes, houses have been pretty much selling themselves over the past few years. And, yes, in some markets, they apparently still do.

        If you’re among the few agents with listings in an iffy market, have you considered the blast-from-the-past marketing method: the open house? 

        Don’t be pushy

        Tammy Brunell used to coach for Tom Ferry. She has a whopping 30-year real estate career under her belt. Open-house techniques are one of the things she teaches her coaching clients, and it starts with her script for agents to use with open-house visitors.

        You can find it here, but here are the main points: 

        • Who is your real estate agent?
        • Who is your lender?
        • What price range are you looking in?

        Naturally, she goes on to talk about the “why” behind these questions, and it makes sense.

        In fact, we love the first question, but the follow-ups feel a bit used-car sale-ish. Peppering someone with a list of questions when they first step into the home? Umm, no.

        It’s good information to obtain, don’t get me wrong. It’s all in the delivery, though. How about turning those questions into statements?

        “If you don’t have a lender yet, let me know (hand the visitor a business card). I’m happy to refer you to some of the best here in Happyville.”

        Icebreakers are the ideal way to begin building a rapport with real estate consumers, but don’t be pushy. Once they tell you whether or not they have an agent, you’ll know which tack to take.


        PLUS: When you have time…below are some marketing tools to help support your success.

        1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

        Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

        2. The Free 6-Month Done-For-You Strategic Marketing Plan

        The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

        3. The Free Interactive 6-Month Real Estate Business Review

        The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.   – Click Here

        4. The Become a Listing Legend Free eBook 

        This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

        Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here


          Engaging homeowners who are hesitant to sell their properties requires a delicate approach. One that is rooted in empathy, understanding, and effective communication.

          By having open and honest conversations, you can address homeowners’ concerns, alleviate their fears, and empower them to make informed decisions about selling their homes.

          Begin By Creating a Safe and Welcoming Space

          Establishing trust is crucial when communicating with homeowners who are afraid to sell. Create a safe and welcoming space where they feel comfortable expressing their concerns and fears.

          Listen actively and empathetically to their worries, demonstrating genuine understanding and compassion.

          Avoid judgment and assure them that their feelings are valid. By demonstrating an atmosphere of openness, you lay the foundation for effective communication.

          Consider conducting a pre-listing interview over the phone, or you can use a free resource like SurveyMonkey.com to create a pre-listing survey for your potential homeowner to complete.

          Here’s a “List of Essential Questions to Ask Homeowners to Alleviate Selling Concerns Amidst Market Uncertainty“. You can download it for free HERE.
          Educate and Inform

          Homeowners often fear selling because of the uncertainties and complexities involved in the process.
          Help ease their apprehension by providing clear and concise information about the current real estate market, trends, and recent sales in their area.

          Educate them about the potential benefits of selling, such as capitalizing on market conditions, unlocking equity, or downsizing to a more suitable home.

          By offering well-researched insights, you empower homeowners with knowledge, enabling them to make informed decisions.

          Highlight Personalized Solutions

          Recognize that each homeowner’s circumstances are unique, and there is no one-size-fits-all solution. Tailor your communication to address their specific concerns and desires.

          Highlight potential solutions that align with their goals, such as offering flexible timelines, assisting with the search for alternative housing, or connecting them with trusted professionals who can help with specific areas of need.

          By showing that you understand their individual needs and are committed to finding personalized solutions, you build trust and credibility.

          Provide Clarity on Financial Matters

          Financial considerations often play a significant role in a homeowner’s fear of selling. Provide clarity on the potential financial implications, including estimated proceeds from the sale, costs involved, and any tax implications.

          Offer resources or connect homeowners with financial experts who can provide comprehensive advice on managing the financial aspects of the transaction.

          By addressing their concerns about money and ensuring transparency, you instill confidence and help homeowners make informed decisions.

          Share Success Stories

          Illustrate recent success stories of homeowners who overcame their fears and achieved positive outcomes by selling their properties. Share testimonials from satisfied clients who experienced a smooth selling process, obtained desirable offers, or successfully transitioned to their next home.

          Real-life examples help homeowners see that selling can lead to favorable results and reinforce the notion that their concerns are not insurmountable obstacles.

          Hearing others’ experiences can inspire confidence and provide reassurance that they, too, can navigate the selling process successfully.

          Effectively communicating with homeowners who are afraid to sell their homes requires empathy, understanding, and tailored solutions. By creating a safe space, educating and informing, providing financial clarity, and showcasing success stories, you can empower homeowners to overcome their fears, make informed decisions, and embark on a positive selling journey.

          Remember, effective communication lays the groundwork for building trust and fostering successful transactions.


          PLUS: When you have time…below are some marketing tools to help support your success.

          1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

          Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

          2. The Free 6-Month Done-For-You Strategic Marketing Plan

          The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

          3. The Free Interactive 6-Month Real Estate Business Review

          The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.   – Click Here

          4. The Become a Listing Legend Free eBook 

          This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

          Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here