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January 12 2016
It's a bright morning as you drive through your marketing area and BAM – you hit the brakes hard! Can you believe what you are seeing? It just can't be! Right in the front of one of your past customers' home is a big fat FOR SALE sign...and it is NOT yours!
How and why does this happen? You thought you were keeping in "touch," but apparently not enough to be the agent with their listing!
Studies prove that the frequency, the value you bring to the relationship and your personal brand are now mandatory and critical for a successful client retention and referral strategy in today's competitive marketplace.
Gone are the days that you can get away with sending an annual birthday or anniversary of their closing greeting card. Clients are measuring the actual value of the relationship and then evaluate if they choose to keep the relationship connection.
Bubba Mills, client retention expert, offers several top action items that are proven to keep the connection viable and profitable by implmenting some simple steps to keep a client for life. If you are looking to work smarter and are willing to execute a few small but powerful connection strategies, here are several tips to help you enjoy top client retention for more sales, more easily:shashlik
1) Got brand? Most agents offer "general" services. Even if you think you specialize in a given area, town or, even more specifically, a subdivision or development, think again. If you customer can't immediately connect you with being an expert in a given vertical, you default to being just another real estate agent. A brand is more than just a slogan or a logo. The goal is not just brand awareness or even brand preference; it is much more.
As an example, let's use coffee as an analogy. You can get coffee just about anywhere, but if you are looking for a Starbucks experience, only a Starbucks will fill the bill. Your goal should be "brand INSISTENCE." We all know friends that will drive miles out of their way just to enjoy their favorite Starbucks concoction and nothing else will do.