Powerful Marketing Truth…People Forget!

April 10, 2017

Business Building

They forget about you, your company, your products and services, within days and months of doing business with you, or after reading your ad or sales letter – they forget all about you.

People have a million things on their minds and they are bombarded by thousands of distractions each and every day.

Assuming that your clients or prospects will call you if they need your your help – without you reminding them of you and your business — is like expecting a beautiful green lawn to care for itself.

Most people don’t believe this truth…they believe their clients and prospects are thinking about them all the time. They believe that helping a client through a real estate transaction and wishing them luck at the closing is enough to expect referrals in the future.

You’ve heard the phrase: “People don’t care how much you know until they know how much you care”.

A prospect requests information, they mail it to them and then they never contact that prospect again. They also wrongly believe that contacting their clients once or twice a year is more than adequate. Because people forget — quickly!

It doesn’t matter whether you’re in a HOT market or SOFT market, one of your primary weekly activities needs to be keeping in touch with your clients – current and inactive. (I don’t like the phrase – ‘past clients’. It makes them sound like they’re gone.)

What are great ways to stay in touch with your clients?

  • Call them 3 times after closing – one day after, one week after and one month after.
  • Send them a letter or electronic newsletter either monthly or at least quarterly (Personalize it as much as possible. Don’t just send out a totally generic newsletter).
  • Write a blog for your clients – you may update them on market conditions, provide them with financial news that may affect their mortgage, tell them what’s happening with you & your family, etc.
  • When you just happen to be passing by and have a minute, stop by and say “Hi”!
  • Pick up the phone and call them to see how they’re doing and if there are any services that they need, but they don’t know who to call. You should have a list of reliable contractors and professionals who you can recommend to them. (If you call during the day, you’ll probably leave a lot of voice mail messages, but you’re still making contact.)

Whatever you do (and there are hundreds of ideas) to keep in touch with your clients, it’s not most important what it is, but that you took the time to see how they’re doing. They may not always say it, but it’s appreciated.

I’ve always felt that you don’t normally expect to hear from your doctor, dentist, accountant, etc, over the years, but being a real estate agent brings you closer to your clients during the time you’re helping them make a major change in their life.

These strategies will keep you closer to your clients and increase your chances of receiving referrals from them as well as being there when they’re ready to make their next move.

 


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