How to Build a Repeat & Referral Based Real Estate Business

However good your skills are in negotiating and sellingManagement system that allows us to maintain
real estate, any marketing professional will tell youcommunications 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 clientswith agents and produce 100% customizable direct
for your business - building rapport and earningmail to their clients on an annual, quarterly or monthly
respect are vital. Clients do not just buy yourbasis. Designed pieces include postcards, letters, and
services; they buy your continuous support and thatfolded card formats and can include calendars,
means maintaining that important element of humanrecipes, sports schedules, magnetic dry erase boards
contact.and more. The contents are fun and full of helpful
Without that human touch, your business will loseand informative tips for the agents' clients. Some
clients. With it, not only will you retain clients but yousubjects for example can include home improvement
will gain referrals. Statistics show that it is lesstips or knowing when to refinance. Each piece works
expensive to keep a client than gain a new one. Mostto keep our agents name in front of their clients
of us know the 80/20 rule - that 80 % of businessyear round and also prompts their clients for onward
comes from current clients and 20 % from newreferrals.
ones. But were you aware that according to theAgents can keep their client list up to date all year
Harvard Business Review it costs up to 8 times moreround by simply faxing a client update form to us,
to gain a new customer than retain an old one ("Zerothat way the mail count is always accurate. The
Defections" by Frederick F. Reichheld & W. Earlservice is competitively priced and pays dividends as
Sasser, Jr.). If you do the math you will find that theagents get referrals from clients already in their book
20% is only worth 4 % of your business in realof 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 Arizonaestate, that's a solid gold guarantee not only of
based virtual real estate marketing company; I cancontinued repeat business but of new business as
say one of the main features of our real estatewell.
marketing service is to utilize a Client Database