An appreciated client is a referring client. You all know the stats that less than 2 out of 10 people ever use a Realtor® a second time - why is that? Because of a lack of appreciation shown to past clients. I have personally sold homes 5 times in my adult life and chose so-called top agents in my market to represent me. They all knew I had trained thousands of agents nationwide on how to build a 100% referral-based practice, yet to this day I have never heard a single word from, or received a single item from, any of them that made me feel appreciated.
Do you know why you don’t receive more referrals?
There are two reasons. 1. A lack of felt appreciation by your clients and 2. Because Realtors fail to ask for them, which is tied to #1, because when there is ZERO communication the agent feels guilty to even call them, so there is never a chance to ask for referrals.
Imagine this call coming in on a Monday morning to your cell phone:
“Hello Mike?”
“Yes this is Mike how may I help you?”
“Hi Mike this is Timothy (a client you just sold a $750,000 house to)”
“Oh hi Timothy how are you today?”
“Doing great thank you. I don’t want to keep you, but I have a quick question for you.
“Great how can I help you?”
“I just wanted to let you to know that I am very well connected in our community and that I share hundreds of referrals a year, 90% of my referrals come from very high net worth individuals in my practice and from my circle of influence. Because they trust me they buy from the people I refer them to 95% of the time, but I need to make sure I am referring them to the best people because my reputation is on the line, and maybe even their business with me if they have a bad experience with the people I refer them to. I am sure you understand, so with that said, if I refer my very best clients and friends to you for their real estate needs, what does your client appreciation program look like and how does it work because, to be honest, we didn’t feel very appreciated when we worked with you…"
(Silence)
“Hello Mike are you there?”
“UH, UH yes I am here.”
90% of you would have no answer and want to crawl under your desk with embarrassment when, with a few simple changes, you could become known in your community for your appreciation and generosity. You stand out from your competition when you become more generous and when you are constantly coming up with ways to make people feel appreciated. If you want to change those ugly 2 out of 10 repeat business numbers then you need to change your actions and systems, and that brings me to the very best appreciation marketing system I have ever seen (but I may be biased since I created it).
While this product has been around for 30 plus years and has been used in some form by most major real estate companies, we have turned this space upside down and disrupted an entire industry with almost a dozen industry firsts.
What industry you ask? The exciting, attention-getting, business-generating vacation incentives space. Just think: if you could legally give UNLIMITED vacation certificates to 3,500 4 and 5-Star resorts around the world every month in exchange for giving a prospect a current home valuation, for putting them in a drip campaign, for attending your open house, as a first impression to an expired listing or FSBO prospect or, my very favorite, use as an anniversary gift every year on the month they moved into their home. Imagine a single product that increases your number of appointments, improves your closing ratios AND improves the retention of your past clients. Sound too good to be true? We hear that every day and we love showing our Realtor® clients just how simple the program is, how it is increasing sales by up to 300% for Realtors® all across the country, and why Realty Times News has endorsed us.
For a quick overview, go to www.realtytimes.com/tvi and then let us answer all your questions and help make 2019 your BEST year ever. Now go appreciate someone today.
