As many real estate professionals know, clients are the core of your business, and satisfied clients are the key to success. But once a transaction comes to an end, that doesn’t mean the end of a relationship with a client—especially the satisfied ones, as they will be your best source of business. Therefore, it is vital to continue to communicate with the connections you make. Not only will this help you build a great reputation in your market, but it will also help you gain more money-making opportunities through quality referrals.
In the latest RISMedia webinar—“How to Build Your Best Source of Business: Referrals”—panelists Michael Dumas, owner and managing broker of SandPeak Realty; Dawn Pfaff, founder and president of My State MLS; and Shannon McGee, sales director for IXACT Contact Solutions, Inc., discuss how brokerages can create a successful culture and foolproof strategy to attract and retain loyal agents using the tools and resources they need to succeed in this competitive and ever-evolving market.
The webinar was sponsored by IXACT Contact and moderated by Creig Northrop, founder and CEO of Northrop Realty.
Real estate agents are ‘people’ people, and real estate is a ‘people’ business. Whether over the phone, online or in person, it is important to dedicate time and energy each and every day to building your database and deepening relationships.
Dumas believes that having a communication plan is the most important piece of the puzzle when it comes to building and maintaining relationships with clients. At the end of the day, you are there to help them, and knowing the best way to stay in touch will go a long way in the success of your business.
“You have to be really organized with your approach,” he says. “You’re not going to be able to touch everybody, every day, so you need to create a plan upfront. What do you want to do with them? How are you going to communicate with them? Are you going to send them emails, texts, phone calls or meet for lunch? Whatever you do, have a plan, so that when someone does come into your sphere of influence, you know the best way to stay in communication with them.”
Utilizing your CRM is also vital when it comes to tracking communication. Whether you have it connected to a daily calendar, or simply need to check on specific information about a client, this is a proven tool when it comes to keeping track of your business, especially your communications with clients, even if it is just to touch base.
“It’s very important to have something to do when you have nothing to do,” says Pfaff, referring to how helpful a CRM system can be, especially when it comes to connecting with your sphere. “It’s best to plan your day and be productive.”
As the webinar continued, the panelists discussed how changing your mindset, using current market conditions and creating your value proposition can all help when building up your client base. By taking the time to share your own experiences and going above and beyond to position yourself at the forefront of your clients’ minds, referrals can truly be the best source for your business.
From maintaining communication to utilizing tools and strategies, both online and in person, understanding the important role referrals play in the success of your real estate business is key.
For more information on how you can stay top of mind to build your database and gain referrals, check out the full webinar at the link below.
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