Your days are busy and before you know it, time flies by without time to follow up with your clients. Did you know that neglecting to follow up with clients could greatly reduce your sales moving forward? Wouldn’t it be great if you were busy year-round rather than facing the ‘down seasons’ with dread?
Just because the real estate industry as a whole slows down during certain times of the year, doesn’t mean you have to follow suit. With the right steps, you can grab your lion’s share of the market and be successful, but you have to stay consistent in your efforts to reach out.
It’s easy to get comfortable, especially when your pipeline is overflowing. But we all know that pipelines dry up eventually. Don’t let that happen to you. Instead, continually nurture your leads. Whether they are previous clients or previous prospects that never really went anywhere, they all have value. No matter how busy you are now, think of nurturing your leads for the future ‘slower months’.
With all of your contacts in one database, it’s easy to prioritize who you should reach out to and when. Take the guesswork out of the game. Have a strategy and use it. With automatically collecting information, it’s easy to know when you should follow up with whom. Stop wasting time filtering through emails, spreadsheets, and call logs or guessing who you should call next. Instead, have everything at your fingertips so that you effectively reach out at the right time.
Don’t use a one-size-fits-all approach to reaching out to clients. Some prefer a phone conversation while others don’t have the time. A quick text or email reminder may be more effective for these clients. Letting them know that you are ready and able to help may be all those busy clients need. Others yet want that personal touch. They want to meet for coffee or come to your office for a face-to-face visit.
Knowing what your target market needs helps you nurture those relationships even further. It may take days, weeks, or even months to turn a prospect into a client, but it’s what you do during the nurturing phase that determines the outcome. Rather than focusing on the clients that ‘need’ you during the busy season, focus on those that will appreciate you for your kind and nurturing relationship.
Don’t rely on only the leads you have in your system either. It’s time to reach outside the box. Where else can you generate not only leads, but valuable relationships too? Think of the business sector. What businesses are nearby that you could form a positive relationship with where both of you could benefit?
Get yourself out there, attending networking meetings or just introducing yourself to local business owners including insurance agents and bankers. Develop relationships so that both of you refer clients to one another. A mutually beneficial relationship can keep your pipeline filled year-round.
Let us know your favorite ways to nurture your relationships during all real estate cycles! And if you are still too busy to do all of those things, learn how Sparky, your digital assistant can help you.