While online lead generation is all the rage, we all know that there is plenty of revenue to be earned from our relationships. We are, after all, a relationship business and our ability to leverage and grow our existing relationships. Here are 5 ways to make the most of these relationships:
Understand their holistic needs
This is all about offering a value-based strategy with your clients. When you understand the holistic needs of your clients, you go beyond just the symptoms of their problems and get to the root issue at hand. This allows you to demonstrate huge value in that you understand their needs better than any other agent and are best suited to deliver for them in an impactful way.
Check in along the way.
Many agents make the mistake of simply plugging clients into a tried and true method of doing business. While this isn’t completely off-base, consumers change and so does the nature of our business. You have to establish yourself as constantly evolving and constantly responsive to your client’s needs by checking in with them as they navigate the process with you. Aim to please, but more importantly - aim to evolve by asking “how could I be better tomorrow?”
Retarget them on social media.
This is one of the most underutilized methods for staying in touch because retargeting is often misunderstood or not understood at all! By retargeting your consumers on Facebook or Instagram, you’re able to continue to grab their attention with information that is directly relevant to them. This is an extremely cost-effective way to mass market highly relevant content. If retargeting is not something you fully grasp, partner with someone who does so you can utilize it in your business.
Keep in touch.
Talk about missed opportunities! Keeping in touch is one of the lowest cost solutions to growing your business. Too often we think “I don’t know what to say” or “they don’t want to hear from me” and if all your talking about is real estate, you’re probably right. But think about how you feel when an old friend calls or sends and unexpected gift or note. It gives a sense of surprise and delight and that’s exactly what you want to deliver to your past clients.
Fully understand their journey with you.
You can’t expect to solve someone’s problems when you don’t understand their experience. Taking the time to fully understand what your prospects and clients are going through is essential to building out a truly memorable user experience. Focus on asking questions that will help reveal how you can enhance your processes and better connect with your clients then implementing solutions designed to address those problems.