Building a Referral Based Real Estate Business – Part 4 Follow Up

This article is part 4 of our mini series, “Building a Referral Based Real Estate Business“. You can visit the other parts of this series by clicking the links below:

Building A Referral Based Real Estate Business – Part 1 Asking for a Referral
Building a Referral Based Real Estate Business – Part 2 Written Communication
Building a Referral Based Real Estate Business – Part 3 Scheduled Mailings
Building a Referral Based Real Estate Business – Part 4 Follow Up

Successful Real Estate Agents know that you are only as good as the follow up you provide to your clients. Dotting I’s, crossing T’s, relaying information between parties, etc. Follow up for your referral based Real Estate business is equally important, but in this sense it is just a little bit different. Follow up means connecting with your client either in person or via telephone a short time after each scheduled mailing.

It may seem redundant, but this follow up call or meeting is what will make your business soar. Within a month of your scheduled mailings, call or get together with each client that you sent mail to. Why, because they have seen your request for referrals in writing, now you are going to double the effectiveness of that written request by asking for their help in person, one on one. This isn’t a general mailing that everyone gets, this is you asking your client to help your business by referring their friends family and coworkers to you.

Making these phone calls, shortly after your mailing gives you a reason to call, an opening making this call a warm staying in contact call as opposed to a cold call. “Hi Joanna, Did you receive the newsletter I sent out? I was thinking about you when I sent it, I know how much you love to garden and the tips in this months newsletter are all about starting your spring garden.” Before you end your call, “Joanna, I need your help. My business is referral based as you know, and I would love to have more clients like you. If you have any friends or family who could use my services I would be happy to contact them, and introduce myself.”

You have effectively taken the work off them and offered to make that call yourself. You have established that you value them as your client. And you have once again brought your referral based business to the forefront.

The same thing can be done even better over coffee at the local cafe, or lunch at your favorite hot dog stand. You don’t need to spend a fortune, meeting with your clients, a cup of coffee and a doughnut, a quick snack mid-morning or mid-afternoon. You could also go for a cocktail, but remember this is a business meeting, limit your alcohol consumption and keep your business healthy.

Your client database is already divided into A, B and C clients, your A clients are the ones you invite to coffee or lunch, your B and C clients get phone calls. You can divide it further, splitting your A client list in half or thirds and rotate the clients you take out each mailing. 1st quarter you take out group 1, 2nd quarter group 2 and so on. Remember to continually adjust your client list. If you’ve got a C client who sends you 3 clients, that C just became an A. The opposite is the same, if your A client isn’t willing to send referrals, perhaps he really isn’t a A but only a B or C client.

Some phone calls, a few cups of coffee, and you’ve set the foundation of your referral based Real Estate Business. People are willing to help, all you have to do is ask. This post has been provided in part by vancouver wa real estate, we hope that you enjoyed it!