You GOT the business…now KEEP IT!
Michael Burger here for the Relevant Report. Experts are telling us the real estate market is finally heating up. So now more than ever, you need to let your clients know you are there for them. How do you do that? Well you might want to try something this simple….
In the words of Don Kallenberg a California real estate agent, “I never let my clients forget me.” Every year on the anniversary of the close of escrow he sends his clients a gift. It could a hand written note, a bottle of wine, green fees for a golfer or whatever it takes to continue to build the business relationship.
It doesn’t matter if it’s a $100,000 condo or a multi-million dollar beachfront property, “it’s the thought that counts,” says Kallenberg. “People just don’t do that anymore, and I want them to think of me the next time they’re thinking of real estate. The goal is not to get that buyer or seller to buy again, but to get referrals of new client base.”
Don says he picks up a consistent 35% of new business by doing this. He adds, “it’s an investment in me, it’s not that expensive and not many are doing it.” In a funny twist he mentions that he will get calls out of the blue from someone who has been referred who wants that “free bottle of wine every year.” Don smiles and says,“no problem, I’ll get you that bottle of wine, but you gotta buy the house, and I guarantee you’ll get that bottle of wine…every year!”
So here’s the point, regardless of what you have to sell, it’s a good idea to let your customers know that you are there for them. For the long haul.
Michael Burger with The Relevant Report
Filed in: Relevant Report
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