Marketing Strategies and Tools

You helped your client buy the home of their dreams. Somewhere in the process you became more than a real estate agent - you became a trusted advisor and friend. Now that you have established a relationship with your buyer, let them know you consider them to be more than just a one-time customer. Invest in a client follow-up program to ensure consistent contact and caring.

Client follow-up helps you:

• Show appreciation for your customers' business
• Maintain contact and strengthen relationships with your past clients
• Generate repeat business
• Increase your referrals
• Learn about your clients' future needs
• Express your professionalism

Satisfied clients are extremely valuable. They're already convinced that you offer professional service - they've worked with you before. Strive to be your clients' real estate professional for life. Past clients are a rich source of referrals and will probably want another home as they move up the economic ladder.

Personal, consistent contact is the key. According to the NATIONAL ASSOCIATION OF REALTORS®, 70 percent of home buyers said they would use their real estate professional again. However, only 11 percent reported buying through the real estate professional they had used before. Why? Because clients haven't heard from them and they assume the agent didn't want to do business with them. Client follow-up solves this problem for busy professionals like you.

The answer to repeat business and referrals? Stay in touch consistently with something that has value today.