So, what are some things you can do to build enduring, fruitful client relationships?
Yes, you’re building business relationships with your clients and that should be where you focus your attention. But, don’t neglect to build a personal bond too. Strong relationships are built on genuine connections. The more clients relate to you as a person, and not just as an agent, the easier it is to build trust. You don’t have to become best buddies, but getting to know clients better, being personal when the time is fitting, and paying attention to little details like remembering special occasions and acknowledging milestones all help you to nurture relationships.
As in any other relationship, communication is pivotal to connecting with clients. Start off on the right foot by finding out how they prefer to be contacted, regularly checking in even if there are no updates, and keeping them in the loop when developments do occur. Also, let clients know the best way to reach you so it’s easy for them to do so. And, stay connected after the transaction, providing useful information that positions you as a trusted adviser.
It’s a no-brainer. The more value you offer, the more likely it is that you’ll get repeat clients and that they will, in turn, refer you to others. So, take your role of go-to expert seriously. Keep up with the latest trends and developments in the industry. Add to your skills and knowledge and keep both up to date through avenues like continuing education, such as the convenient online courses offered by the Ben Farmer School of Real Estate. Know your local market inside and out. And, demonstrate your expertise by providing helpful resources like informative blogs and email campaigns.
When clients know that they are appreciated they are more likely to be loyal to you when they need real estate services again in the future and to pass your name along to others who are looking for a real estate agent. Therefore, say and show thanks (with no strings attached of course). For example, send a handwritten note following closing or give a housewarming gift, or do both. Make a quick thank-you call when they send referrals your way. And consider hosting client appreciation events like a picnic, movie night at a local theater, a wine tasting or a garden party.
Pairing personal relationship-building efforts with customer relationship management software helps you to better manage client interactions and more easily foster relationships. For instance, using CRM software, you can automate and fine-tune follow up; build out client profiles with relationship-building info like anniversaries, birthdays, holidays celebrated, and the like; personalize your marketing and services using intel you’ve collected; and set up a plan for a series of purposeful, valued contacts with past clients.