If you’re a new agent, the majority if not all of your leads are more likely to be coming from some or the other type of advertisements offline/online. This is a good way to start but in the long run it can exhaust your budget. To achieve long-term sustainable flow of leads – you must have a steady stream of leads which are good quality coming out of your circle of influence and getting referrals.
Real Estate business is about doing transactions but the relations you build cannot be transactional. Only if you change your approach of being consultative – you will be have a long term and life long relationship with your clients which is the only way to gain referral business. Consider our way of going from costly yet low quality leads to feeling secure of where your next high quality leads are coming!
These leads are what you started your real estate journey with out of paid advertisements, portals, campaigns and what not! You cannot drop them completely but can regulate to generate referrals out of them too. Message them, write a letter, send an email or call them personally to express your appreciation in working with them! After doing so keep in touch with them by supporting them with regular real estate information, updates, trends and news pertaining to them. This way they will remember you as an knowledge expert in the industry and help you stand out from the rest. This increases your chances of getting referrals from them which eventually means winning business.
There would be a long list of people you would know personally and professionally. Apply the same way of regulating with your friends, relatives, work place colleagues, past clients, social media sphere and other connects. They are the ones who already know you and more importantly trusts you. Why not be their go-to -person when it comes to anything in real estate! Are you on the top of their mind when they are looking for something to buy or sell? Keep in touch with them regularly by sending festive greetings, useful information, real estate resources and thoughtful gifts. Impress them with your amazing service levels to deepen the relation with them. This is how your name will be referred by them to even their circle of influence which means when their friends are looking for real estate services – you get the call!
We all think we have good memory but it is not possible to manage and track the list of requirements of all our leads. More importantly the details of their requirement, when to follow up and schedule meetings is a tricky affair. It is of utmost importance to invest in Customer Relationship Management tool(CRM) which manages all the steps and stages to be followed through with your clients. Once your leads starts turning to transactions, it becomes all the more challenging to manage past clients while catering to the new. We all know the real estate cycle is long enough and regular follow ups is the only way to success. Growing your database with a CRM tool will be seamless and will help you manage your meetings and tasks without remembering any of it!
If you are looking at a real estate career for a long haul, generating more referrals out of your past clients and new makes the journey enjoyable and effortless. Not to say, this way of generating more business reduces the cost on advertising and also working with same clients and their referrals is a lot more exciting enhancing the trust factor of them. Let us know how this helps your business attain long term relations and regular flow of high quality leads.
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