The deals are done, the year is ending and you want to ensure next year is better than ever. I believe, that how you do one thing, is how you do everything, so if you want to keep those referrals coming in here are some creative ideas to stay top of mind of those who know you and are key contacts to bring in referrals for years to come.
#1 MAINTAIN YOUR CRM (Client Relationship Management System)
The number one mistake I witness in both rookie and experienced agents, is not using a proper Client Relationship Management system. Your database is your gold mine, and you are the one who fills it with treasure! Put the time in now and you will reap the rewards for the rest of your career. With your clients safely managed you can keep important dates scheduled, you can mass email conveniently and you can purposefully make your calls without hesitation.
Choose and learn how to use a CRM.
#2 MONTHLY MAGAZINE SUBSCRITPION
Setting up your past clients on a monthly e-newsletter is fine – even expected. Keeping them on a quarterly snail mail campaign will appeal to some, but adopting a gift of actual value will thrill even the most cynical receiver. For a mere $35 per year you could ‘gift’ clients with a beautiful home magazine or decorator’s publication; they will fondly appreciate the gesture and think of you every month!
#3 ANNUAL ANNIVERSARY REMINDER
Years go by quickly so an unexpected reminder of a happy event is always a welcome! Whether you send a bouquet of flowers, bottle of wine or dinner certificate, your clients will regard you as more than just a sales person with that kind of attention.
#4 PERSONALIZED MOVING BOXES
When you gift your clients with some kind of keepsake, whether it’s a custom made cutting board, black & white print of their home or quality moving boxes stamped with your logo, there is no doubt that when they start to think about moving they will see something that reminds them of you!
#5 PAY ATTENTION ONLINE
I like to promote what I call “Attentive Lead Generating”. What would happen if you took the time to learn what was going on in the lives of your people? You could take the opportunities to meet them where their needs are and build a positive reputation.
If you notice someone’s teen get’s their first job, you could buy them my book “Be Extraordinary – Right Where You Are” and give them the encouragement to do their best no matter where they find themselves. Parents are hugely impacted when you reach out to children and/or pets.
If you notice someone is under the weather, send over a decorative tea mug, tea, throat lozenges and a note of caring.
Weddings, jobs, trips etc, all give opportunity to send blogs of information, small thoughtful gifts and it shows that you are thinking of them as more than just a commission cheque. The number one need of people, they say, is to be ‘known’. Show your sphere that you want to know them better and you will never have to cold call again!
There are unlimited ways to show your network that you care – think up some and start reaching out!
And if you ever need anything further, I am here to help!