Every real estate agent dreams of a loyal client. What do you do to achieve this dream? Is it too much to ask them to appreciate the time and energy you put into caring for them? Too often, that customer goes on the career list or buys a home when they least expect it with someone else.
What are they thinking when they call you to “break you the good news” by confessing their betrayal hoping that you will be happy for them?
Real estate clients vary in their level of loyalty. What is it that makes them so volatile instead of just being a loyal customer? They certainly expect you to be Johnny on the spot for all of their needs and to be loyal to them as well.
Here are the top 9 reasons customers will be loyal to you …
- It is not just about money. Even if you offer low fees thinking that this is the answer to more transactions, it is not. The value the customer gets is far more important than a few dollars. In real estate sales, we know that our profits come first on the cutting board. But what if your client protected you from the paycheck attack because the value you provided was so much greater than mere money? Being a trusted real estate advisor who offers the information that the client needs on market trends and guides him towards the success of the transaction is what you need in a professional. Your local board of realtors will help you be a resource leader. There are many others.
- Do you seem hungry for a deal? If a customer can see the need or smell the scent of your desperation, then it’s time to realize that you won’t get anywhere with it. You have to develop a “servant” attitude to help them get services and advice in the suburbs and prioritize their best interests. The best real estate agents like to solve their clients’ problems, they are really motivated to help them have a great experience and get what they want. A good real estate agent runs his business professionally and doesn’t lean back and forth to adapt differently to each client he works with. Clients respect trust, and even though they don’t respect hunger, they respect trust and a responsible agent. Do it this way and the money will always follow.
- Do you have a web presence? Maybe a blog? Does it look like 1998 or is it up to date and up to date? Are there any content activities that make it seem like you are a resource today in addition to being actively involved? Do consumers follow you? Does anyone ask for advice? Your website or blog should be easy to use and clearly structured. The consumer will be easily confused if they do not have a clear message about who they are and what they do.
- A mission or purpose. What do you represent? Every worthwhile company has a mission statement or statement of purpose. If you don’t, then you’re waiting in line for the next prospect who wants to use it. Have a clearly stated mission / purpose statement that flows into everything you do. Include it consistently across all consumer keys. They will understand your purpose and know that you are serious and respect you for it.
- Social presence. Do you use social media, networking groups, clubs, neighborhood functions, church meetings, etc.? The list could go on and on. Social presence is having a name for yourself that is consistent and positively reflective. You have to live what you stand for in everything you do. Be consistent and don’t waver. Both written and live video testimonials show that more is worth looking at. People want to follow those others want to follow. Positive social proof is some of the most effective strategies for getting people to listen to you and follow you.
- The ego is everything. Do you know your target customer? You certainly don’t want to work with people you don’t like or don’t feel comfortable with. If you want to have a very strong attraction to others, then you will need to identify your target customers down to the last detail and create announcements and emails that match their goals, aspirations, and problems they need to solve. It is easier to satisfy a demand than to create one.
- Stop selling. Educate. Provide an educational autoresponder, monthly newsletter, email when you see a valuable article to share, and make sure they know that you are their resource for even the new local restaurant that just opened, the neighborhood babysitter, or the best vet. local.
- Think outside the box. You like surprises? Well, so do those you know. When was the last time you sent a thank you note written by hand or thinking about your note? Just an attentive voicemail reminding them that you just passed a place that reminds them of them is thoughtful. Without a doubt, they will start to think more about you, which is what you want in a lasting and meaningful relationship.
- The personal touch. Real estate sales are all about relationships. Sales are always more effective with existing relationships and when you have already added value. Courage can be as simple as being a neighbor or a friend. The value provided comes in many shapes and sizes. Start with the ones you already know. Can you imagine making yourself so valuable that they make sure you meet their friends?
Personalized service is paramount to achieving a lifelong relationship. Providing an invaluable education will make them need it. Building relationships takes time, but if you learn to constantly follow up, the rewards will be in bigger paychecks and greater satisfaction for you from achieving loyal customers.