No matter how amazing you are at your job, sometimes the most difficult part is finding new business.
Whether you’re a real estate agent or a lender, you’re going to have plenty of competition out there. Buyers and sellers have options, and it’s an uphill battle to get their attention.
That’s why the secret to success is maximizing your repeat clients and referrals. If you can take your existing clients and increase their impact exponentially through subsequent transactions and connecting you with their friends and family, you’ll be well-positioned for prosperity.
It’s always easier to keep an existing client than to find a brand new one, especially if you’re amazing at your job.
Keep these 5 tips in mind to grow your business through repeats and referrals:
- Deliver Excellent Service
It all starts here. If you want clients to come back and if you want them to refer you to their friends, you have to do an awesome job for them. You have to do an awesome job for every client, every time. You never know which client will be the one who generates a long string of business for you in the months and years ahead.
2. Continue Providing Value
Once the transaction is over, let them know that you won’t disappear on them. Make sure they know you are still available for any questions they have. Then add them to an automated email campaign that provides important information and news about the housing market, home maintenance and decorating tips, or refinancing opportunities. Every piece of outreach should provide value to their lives.
3. Recognize Special Moments
While automation is great and will save you loads of time, a personal touch makes all the difference. A simple handwritten note on their birthday or the anniversary of their home purchase lets them know that you genuinely care about them. Look for other milestones, too — births, graduations, new jobs. In this age of digital communication, a quick, friendly, handwritten note still works wonders.
4. Be Helpful on Social
Your social media presence is your chance to establish yourself as an expert in your industry … and a pretty fun person to work with. A high-performing presence is a healthy blend of useful, informative information and fun, engaging content. Speaking of engagement, make sure you’re always ready to reply to comments and keep the conversation going. That’s what makes it social!
5. Ask for Referrals
The final step to getting more referrals is the one that many often forget. You have to ask for them. If you’ve done a great job for your clients, they will be happy to spread the word. All you’ve got to do is give them a little nudge. Let them know how much you appreciate it when they refer their friends and families. You can even consider offering a special referral reward when you close a deal with someone they’ve referred to you.