Learn how top producers build their referral network with an effective client communication plan.
Imagine what it would be like if your business were 100 percent referrals. Imagine that you have a steady stream of customers because they’ve been sent to you by past clients who sing your praises. Many top producers know how to create a referral network from past sales.
How do they do it?
The secret is in relationship building. When you build lasting relationships with every client, they send business your way, they write positive reviews and they re-hire you when they move. And like all relationships, the good ones are based in quality communication. Without strong, clear and regular communication, relationships wither.
While other agents may get caught up in ineffective lead generation strategies, top producers understand that the strongest, most cost-effective way to build a business is to cultivate relationships with existing clientele. It is because of their commitment to building client relationships that top producers enjoy repeat business and a steady stream of referrals.
How can you enjoy the same success?
Build a communication plan
If you have any long-term relationships in your life, you know that it takes some work to keep good relationships with friends, family and spouses. Remembering birthdays may seem small, but the gesture matters. Small gestures matter in a relationship. If you want your clients to consider you a trusted advisor and friend, you’ll have to be there not only for their real estate needs, but also for some of life’s important occasions.
It starts by setting the tone of the relationship from the first meeting through the first transaction, and then follow up. This experience will show clients that they can expect regular, clear communication from you. The problem for many agents is that they focus on doing the job, and forget to communicate what they are doing. Top producers have this under control because they have a plan.
Commit to communication
If your communication methods fail or you don’t communicate frequently enough with your clients, they may feel frustrated and abandoned. To prevent disappointed clients, top producers follow communication plans that prioritize consistent and meaningful client interactions. But a communication plan is about more than just making clients happy and building rapport – a good plan leads to a lifetime of referral business.
Developing a referral network and gathering quality leads starts with your current clients. Not sure where to start?
Build a robust referral network and get a head start on success in 2020 with the help of AgentEDU’s course, “How to create the most effective client communication plan.”
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