According to data in the 2013 National Association of REALTORS® (NAR)’s annual Profile of Home Buyers and Sellers, home buyers and sellers consistently report that they truly rely on referrals from friends and family to find an agent or they use an agent they have worked with before.
Take a look at these stats:
- Fifty-four percent (54%) of buyers and sixty-four percent (64%) of sellers found their agent through a personal referral from neighbors, friends or relatives or they used an agent they had previously worked with.
- The next closest way a buyer or seller found their agent was through an online website; however, this was merely nine percent (9%) of buyers and four percent (4%) of sellers.
With these statistics, it’s more clear than ever that an integral part of your business’s success relies on good relationship with your past clients. How are you staying in contact with your past clients to build your relationships with them? Here are some ways:
- Connect on Social Networks. Are you connected with your past clients on social network? Did you just add them but never interact? Social media opens a wealth of opportunities to interact with your clients in ways that was previously impossible. Learn about their interests, connect on a different level, and at your convenience. Dropping a comment, sending a gift, or even “liking” something they post – keeps you on their radar.
- Monthly Newsletter. Are you regularly sending out information that is beneficial for your past clients? Are you keeping them up-to-date about their community and market?
- Drip-Email Marketing. Staying in contact and making yourself a resource is crucial. Putting together a strong homeowners drip email campaign can be useful and establish yourself as an expert.
- Be personal-able. While newsletters, email campaigns, direct marketing does reach consumers – often your clients want more from you – especially if they’re going to refer you to their friends. When’s the last time you reached out on an individual-level? Do you ask them about their families? Do you remember their hobbies? Did the birthday card you sent them include more than a generic message? No one likes to feel like they’re getting cookie-cutter service – so prove to them you’re not.
There’s many ways to reach out to past clients, but there’s no denying how important it is! Finding new ways to connect will ensure your business continues to grow.