An Easy Way to Boost Client Loyalty and Referrals in Real Estate Sales

This article comes to us from the IXACT Contact blog.

Just about everyone has made New Year’s resolutions or set goals for 2012. How can this goal-setting trend help your business? We’re going to share with you a great real estate marketing strategy you can use to boost loyalty among your clients and build your referral and repeat business.

The next time you speak with your past clients, ask them about the goals they’ve set regarding their homes. Chances are, many of them will be planning to make some home improvements at some point in the year.

If so, let them know that you may be able to recommend a good Contractor or Designer. Even if they don’t take you up on it, they’ll appreciate — and remember — your offer of help. You can use the Business Directory built into your IXACT Contact real estate contact manager to quickly pull up the name and contact details of a reputable professional.

And, of course, if a past client says they are considering making a move this year, offer to provide them with any market information and other assistance they need. Notice that the focus is always on helping your clients and your SOI get what they need, rather than pitching your services.

By helping your past clients and sphere of influence achieve their 2012 goals, you build loyalty, which results in more repeat business and referrals.

Don’t forget your business-to-business referral sources!

All those Contractors, Appraisers, Home Inspectors, Decorators, Florists, furniture retailers and others in your IXACT Contact real estate CRM have goals too.

Say you find out that an insurance broker you regularly recommend wants to expand his business this year. You could suggest that he lead a seminar on the topic of homeowner’s insurance for a group of your clients. You both benefit. He gets to meet potential new clients. You build more loyalty amongst your contacts. And if you encourage your clients to bring their friends along, you’ll generate new real estate leads too!

Takeaway point: Helping your clients and business-to-business referral sources achieve their goals will ultimately help you achieve yours.

Tip: Make sure that you record the details of your conversations with all clients and business-to-business referral sources. This way, next time you speak these people you can easily pull up a consolidated communication history in your IXACT Contact real estate CRM. Let’s face it, we don’t all have a memory like an elephant!

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