Beginning a real estate business (or any business for that at all) can be a little nervousness inspiring. The initial stage of getting off the ground is always a challenge. There are plenty of ideas out there on how to get new business, but one of the best ways to build your business is by building on the relationships with your current clients. If you provide outstanding service and carry out the right job, you will get the recommendations. Word of mouth is still one of the best marketing tools a business can ask for.
Every time keep your seller in the loop – provide them with information and updates concerning how their home is being sold, offer prompt response from buyers who have seen the property. Make sure your buyers have the new listings as soon as possible.
When your clients seal the deal send a gift card or a bottle of wine. Give a gift for possession. It shows your client that you recognize this milestone in their life, and the personal touch makes all the difference. "When we moved into the new house there was a lovely gift basket filled with fancy preserves, crackers, chocolates and champagne from our realtor," says one new homeowner. "We had a small celebration picnic in our new home."
Think about implementing a survey on customer satisfaction - after your deal is done, give your client an opportunity to give feedback. Set your ego aside and consider this an opportunity. Take the time to really learn from what they say - and find ways to improve in areas that might not be your traditional strengths.
Even after a deal is done, not forgetting your clients will make them believe that they are important, that you appreciate their business. Depending on the client you may want to provide personalized notes, website links, email messages and newsletters.
Not only is this good personal relationship building, it will also build your character as a caring professional earning you more referrals and repeat business. For old clients you might deliberate on lowering your commission a bit, as a thank you for the continuous business.
As much as you might want to, resist from asking clients to refer you. It's cheesy - by providing great service you will naturally come to mind in conversation, which is far more genuine. Continue to offer services that will ensure your name is easily recalled in the community.
One sure way of doing this is by being active in the community - promote fundraising events for local causes, family events, and so on. Go beyond by becoming a community resource - after all this is your market, you should understand it well. You want to be the person others think of when they need info that is local – like where to visit for the best Chinese food in town or what family friendly events are being offered in the neighborhood. Have vast information for new comers and build residents alike. As well develop other sources for referrals: HR departments for corporations in the area and relocation businesses are a good place to start.
When you do get referrals, regardless of where it came from, remember to send a thank you note to the person who referred you.
By building your reputation as a knowledgeable business person who is active in the community and ready to go the extra mile to give outstanding service, you will find your business develops on its own and your reputation in the community will grow with it.