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