Any successful business person will tell you that having referrals from other clients is one of the best way to get leads. When someone recommends a real estate agent or any other individual that provides a service, they are more likely to hire them through a referral. We tend to trust others around us, but as times change people don’t meet organically as often as they used to. Today we heavily rely on text messaging, IM’s, Facebook, LinkedIn and countless social media platforms to communicate with friends and loved ones. As a real estate agent we collect leads through CRM software.
What I find fascinating about doing business online is that there are tools like the “endorsement” feature from LinkedIn, Facebook has a “suggest a page” button, Twitter has the “@“ so you can directly connect with other users, to “refer” those people that you prefer working with to others. For those who know me, you know that I am all over the place. I belong to tons of different networking groups, I donate to different charities every month and I host events to connect with others in person but all of that needs to be complimented with an an online presence. So let’s say that we do capture leads online via our website or social media, what's next?
Online relationship don’t end online, it’s about follow up and having a personal touch to that relationship. Stay away from generic emails, make sure to ask questions and if appropriate, follow up via phone or in person. Always make sure that you do a thank card or email for your customer’s business and make yourself available to them even after your services have ended.
I set aside one hour every day to follow up with existing clients, check out my CRM, harbor those online relationships via phone or email and figure out ways that I can personalize the way I contact people. Some of these things include congratulating someone on a new job which can be easily on LinkedIn, wishing people well on a vacation or just sending a small gift when parents have a baby. These are the things that make you stand out and make you memorable, and all of these leads can be found online or in your CRM. Finding leads has become easier than ever, it’s just a matter of proper follow up.
No comments:
Post a Comment