| However good your skills are in negotiating and selling | | | | Management system that allows us to maintain |
| real estate, any marketing professional will tell you | | | | communications for our agents with little effort on |
| that they are not enough to retain your clients. | | | | their part. We formulate a desired contact strategy |
| Communication is vital to winning and keeping clients | | | | with agents and produce 100% customizable direct |
| for your business - building rapport and earning | | | | mail to their clients on an annual, quarterly or monthly |
| respect are vital. Clients do not just buy your | | | | basis. Designed pieces include postcards, letters, and |
| services; they buy your continuous support and that | | | | folded card formats and can include calendars, |
| means maintaining that important element of human | | | | recipes, sports schedules, magnetic dry erase boards |
| contact. | | | | and more. The contents are fun and full of helpful |
| Without that human touch, your business will lose | | | | and informative tips for the agents' clients. Some |
| clients. With it, not only will you retain clients but you | | | | subjects for example can include home improvement |
| will gain referrals. Statistics show that it is less | | | | tips or knowing when to refinance. Each piece works |
| expensive to keep a client than gain a new one. Most | | | | to keep our agents name in front of their clients |
| of us know the 80/20 rule - that 80 % of business | | | | year round and also prompts their clients for onward |
| comes from current clients and 20 % from new | | | | referrals. |
| ones. But were you aware that according to the | | | | Agents can keep their client list up to date all year |
| Harvard Business Review it costs up to 8 times more | | | | round by simply faxing a client update form to us, |
| to gain a new customer than retain an old one ("Zero | | | | that way the mail count is always accurate. The |
| Defections" by Frederick F. Reichheld & W. Earl | | | | service is competitively priced and pays dividends as |
| Sasser, Jr.). If you do the math you will find that the | | | | agents get referrals from clients already in their book |
| 20% is only worth 4 % of your business in real | | | | of business by the most powerful medium of all - |
| terms. You do not want to lose your past clients! | | | | word of mouth. In the competitive world of real |
| As president of Creative Agent Solutions, an Arizona | | | | estate, that's a solid gold guarantee not only of |
| based virtual real estate marketing company; I can | | | | continued repeat business but of new business as |
| say one of the main features of our real estate | | | | well. |
| marketing service is to utilize a Client Database | | | | |