Action Sheet (AgentSuccessSummit.com) Speaker ...
Action Sheet
(AgentSuccessSummit.com)
Speaker:
Bubba Mills
Title:
Marry Me! How to create deep relationships with your clients
Free gift:
Ways to Turn Clients into Raving Fans (pdf) www.AgentSuccessSummit.com/BubbaGift
“Marry Me” is the ultimate relationship built on trust, respect, and loyalty. When we ask our clients to marry us, we want the same deep relationship. Exclusive agency is a strong commitment, like a marriage. Most agents end the relationship after the closing. This is a huge error. Keep the relationship going…and work towards referrals. Referrals are the ultimate “I Do”. The “I Do Service” model. Create deep relationships with your clients and get more referrals by focusing on: Brand - does your brand invite people into your company? De different, not better. Reputation – how do your past clients view you? My business card is made of paper, but my handshake is made of gold. Value , service, QUANITY of touches is important, but NOT as important as QUALITY of touches. Director of Concierge Services (helps past clients & makes calls to continue relationship) o Track details about past clients. (i.e. number, age, and names of children). o Call up and tell new homeowner about little league baseball/football/soccer. o Or Bubba, wanted me to call you about the new Mexican restaurant. He got a 2-for1 entrée or a free desert for all of his clients and wanted to offer that to you. Would you like that coupon mailed or emailed? o Introduced another company in community – and built relationship with owner. Implied favor. Reciprocity. o Make touches “personal” it is worth way more than “impersonal” postcard. o Rainmaker calls Top 25/50. Concierge calls everyone else. o Perfect position for a military spouse. Do from home (phone & CRM). o Two-way communication. Past clients can call to locate ANY service or product. o You become a “referral network” between your past clients and local business. You become a local “community stabilization manager”. Become THE resource. o If solo-agent, start doing this yourself. Simplifies your follow-up calls. Orphan Buyer Program. You are the listing agent and sell a home. The buyer agent is 80% likely NOT to stay in touch with buyer after the closing. So the Listing Agent markets to the buyer AFTER the closing, ADOPTS the Buyer and brings into past client database. Have a “servant’s heart” and shepherd ALL people through the buy/sell process. Double the size of your list. Cutco Knives as a closing gift – logo, name, and phone number engraved. Treat your clients like a “friend” not an “acquaintance”. Turn into “raving fan”. How? Give. Neglected past clients? Pick up the phone, call, and say, “Hi, ___. I apologize for not staying in touch. You purchased/sold a home through me in 19/20__. Do you know we offer a free CMA to our past clients each year so you can find out the current value of your home? Would you like me to mail that or email it to you? What is your current address/email?” Past client parties at beach or park. Can food drive or shoe drive for local homeless shelter.
(AgentSuccessSummit.com)
Speaker:
Bubba Mills
Title:
Marry Me! How to create deep relationships with your clients
Free gift:
Ways to Turn Clients into Raving Fans (pdf) www.AgentSuccessSummit.com/BubbaGift
“Marry Me” is the ultimate relationship built on trust, respect, and loyalty. When we ask our clients to marry us, we want the same deep relationship. Exclusive agency is a strong commitment, like a marriage. Most agents end the relationship after the closing. This is a huge error. Keep the relationship going…and work towards referrals. Referrals are the ultimate “I Do”. The “I Do Service” model. Create deep relationships with your clients and get more referrals by focusing on: Brand - does your brand invite people into your company? De different, not better. Reputation – how do your past clients view you? My business card is made of paper, but my handshake is made of gold. Value , service, QUANITY of touches is important, but NOT as important as QUALITY of touches. Director of Concierge Services (helps past clients & makes calls to continue relationship) o Track details about past clients. (i.e. number, age, and names of children). o Call up and tell new homeowner about little league baseball/football/soccer. o Or Bubba, wanted me to call you about the new Mexican restaurant. He got a 2-for1 entrée or a free desert for all of his clients and wanted to offer that to you. Would you like that coupon mailed or emailed? o Introduced another company in community – and built relationship with owner. Implied favor. Reciprocity. o Make touches “personal” it is worth way more than “impersonal” postcard. o Rainmaker calls Top 25/50. Concierge calls everyone else. o Perfect position for a military spouse. Do from home (phone & CRM). o Two-way communication. Past clients can call to locate ANY service or product. o You become a “referral network” between your past clients and local business. You become a local “community stabilization manager”. Become THE resource. o If solo-agent, start doing this yourself. Simplifies your follow-up calls. Orphan Buyer Program. You are the listing agent and sell a home. The buyer agent is 80% likely NOT to stay in touch with buyer after the closing. So the Listing Agent markets to the buyer AFTER the closing, ADOPTS the Buyer and brings into past client database. Have a “servant’s heart” and shepherd ALL people through the buy/sell process. Double the size of your list. Cutco Knives as a closing gift – logo, name, and phone number engraved. Treat your clients like a “friend” not an “acquaintance”. Turn into “raving fan”. How? Give. Neglected past clients? Pick up the phone, call, and say, “Hi, ___. I apologize for not staying in touch. You purchased/sold a home through me in 19/20__. Do you know we offer a free CMA to our past clients each year so you can find out the current value of your home? Would you like me to mail that or email it to you? What is your current address/email?” Past client parties at beach or park. Can food drive or shoe drive for local homeless shelter.
