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Fundamentals in Real Estate Series Part 6 Generating Referra

The mark of a professional is to get repeat business. The best source of future business is from past clients and referrals from former clients. These referrals are what your career will be based on so it is critical you have a plan as to harvest this business. By focusing on your best customers and offering superlative service while staying in touch and asking for referrals, you can build a strong business from very few contacts. This process starts from the time you are introduced to the customer. To get a customer’s future business, you must deliver excellent service. Once the client has bought or sold and the transaction nears completion, you enter a critical period.

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Fundamentals in Real Estate Series Part 6 Generating Referra

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  1. Fundamentals in Real Estate Series Part 6 Generating Referrals Pranav Pandya Franchise Development Manager RE/MAX Mumbai Gujarat Maharashtra

  2. RECAP • Part 1 - Getting Started • Part 2 - Marketing • Part 3 - Prospecting • Part 4 – Working with Sellers • Part 5 – Working with Buyers

  3. Today’s Agenda • Past clients • Client parties • Keeping your customers • Client follow-up • International referrals • Networking during conventions

  4. Past Clients

  5. Thank the client • Ask for referrals • Ask for a letter of reference • Pick it up the next day • Use as part of your listing or buyer presentation

  6. Client Feedback • For services, a customer’s expectations are: • Reliability and integrity • Tangibles • Responsiveness • Assurance • Empathy

  7. Client Parties

  8. Family Lunch / Dinner • Picnics • Movie matinees • New Year parties • Dance/ Play/ Concerts / Events

  9. Keeping your Customers

  10. Why You Lose Customers?

  11. Post Purchase Evaluation • It is absolutely critical for you to deliver quality service consistently with customer expectations. • They will not refer you otherwise.

  12. Factors that can help the perception of Associates • Personality • Length of the Transaction Time • Buying Versus Selling • Market Conditions • Post Purchase Experience

  13. Client Follow-up

  14. Reasons to Call: • Just to say ‘Hi’ • Anniversary of purchase • Birthdays • Market update • Follow up on mailer • Have buyers in that area • Asking for testimonials • Invitation for lunch/client appreciation party • Follow up report • Show your achievements

  15. Contacting Past Clients • Creating “A” List Clients

  16. International Referrals

  17. Business cards • Online • RE/MAX • Email and/or Postcard Campaigns • Media promotion • Share a video with your clients

  18. Networking during conventions

  19. Working Conventions - The key word is work. • Goal • Plan • Business Cards • Promotional material • Digital Camera • System for Meeting Sales Associates • During the Convention • After the Convention

  20. Thank You

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