In personal relationships absence may make the heart grow fonder, but that certainly isn’t the case in business relationships. Particularly in real estate, it is imperative that you remain “top of mind” with your prospects and past clients. There are more ways in which to do that today than ever before, to the point whereby it’s difficult for some to determine which path to take. Perhaps I can provide a modicum of insight.
A Synopsis of Some Options
- In person including open houses
- Telephone including text
- Social Media including blogs and video
My advice is to consider as many options that you realistically can manage. You should also consider the behavior patterns of your target market. You’re not apt to generate a lot of business by channelling your energies on social media venues such as facebook if your sphere doesn’t use it. Conversely, I’ve blogged before about the advantages and benefits of the old fashion way of connectiong with people via the use of the phone. Obviously, you will not be able to touch as many people in as short a period of time with the phone as you would with most of the other options.
Areas of Focus
Whatever venues you use, first and foremost you should know what your sphere values. Below is a suggested framework to help you do just that.
- Research – market awareness/trends
- Recognize – know their priorities
- Remind them of your availability
- Intermittently review their needs
- Proactively respond to them
- Refer them names of service people and professionals that they need
Consistency
The goal is to stay in front of them using as many venues as possible as often as possible. Your prospects and past clients should feel as if you are everywhere. The age old adage, “Out of sight out of mind” probably rings true moreso in real estate than any other facet of life.
Have you ever lost business by not keeping in touch often enough?
What was your reaction and what changes did you make moving forward?
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