The easiest way to increase business is by staying connected with those that already know, trust and adore you and the leads who have shown and interest in your services.
This simple yet effective strategy has not only helped me in my business, but I’ve also seen it work first hand with other transaction coordinators I’ve coached.
This topic has come up recently with several clients I’ve coached with which tells me that it’s time to expand on it here in my blog.
The latest coaching call was like the others, and went something like this; the transaction coordinator tells me she is concerned that things are slow with her business and would like some help with marketing and advertising.
I asked her to share with me some of her business goals for the year and how she was doing working toward them. She shared with me her intention to bring in several new clients this month, and several more the following month. We discussed some marketing ideas and several things I thought could easily be implemented. When we got to talking about her current list, she told me she as ashamed to admit she hadn’t done well at keeping connected with those she’d done business with in the past or referral sources.
The thought of what to do to keep connected was overwhelming to her. She had no list or system to tack anything to make sure she stayed connected. “Okay, well this is where I suggest you invest some of your time.” She agreed and together we came up with a plan to help her get started along with a comprehensive client, lead and referral source follow-up plan.
Here are some of the thoughts I shared with her that could be easily added to any business without the use of fancy software, or long hours. All you need to start is a calendar, a contract record (like Google Contacts) and maybe a spreadsheet to start. Eventually I encourage everyone to get a CRM to help systemize this even more, but don’t let that distract you from taking action to connect with people NOW.
Get your list together, start somewhere, even if it’s just the last five agents you coordinated for, and the previous five leads who you spoke with, then build from there. The only way to get results is to get started.
Send note cards immediately to your five clients thanking them for allowing you to help them from contract to close. Make the note personal, mention something they said or what took place, so they feel you connected with them, and that this isn’t some generic note. Do the same to the last five leads you spoke with. (it’s easy to look up snail mail addresses for them online, so don’t just email, send something in the mail with your business card) And to the last five people who were a part of a transaction that stood out to you, like a title agent, lender or home inspector.
Send regular PERSONAL notes to them with articles or recipes that may be of interest. While there are ways many great online resources that will allow you to point click and send a postcard or a note card, there is nothing in my opinion that says, “I’m thinking of you,” then something handwritten.
Send birthday cards. Getting your client’s birthday is pretty easy, most of the time you’ll find it on Facebook, if not, ask. Add it to your calendar, set a reminder to notify you ten days before, then hit your favorite card shop and pick out something personal for them.
Send out holiday cards. Christmas, yes, but how about Valentine’s Day, Easter, St. Patrick’s Day, Halloween, Fourth of July, etc. Mix it up and do something that not everyone else does.
Next time you’re on vacation, send them a postcard from your location. Even if you do this when you return, this will engage and let them know you were thinking of them. And it may also make them pick up the phone or email and say, “Hey, I was thinking of going there, tell me more”.
After chatting with my client, she saw how simple this could be and promised to get started connecting and reconnecting with those fifteen people.
Now it’s your turn:
Start planning, which is essentially a task list, and we know that is what all transaction coordinators love, how and who you want to connect with. Then take action, a little here, a little there and one step at a time. Before you know it, you’ll have a comprehensive plan in place to show your leads and clients some love.
Grab a sheet of paper, jot down the holidays, notes and other items you want to send out. Add it to your calendar so you can shop the appropriate amount of holiday cards, note cards, etc. Then you just give up some TV time occasionally and handwrite some personal notes or postcards.
Remember, you’re nurturing a relationship, not making a sale. Business will come, maybe not immediately, but they will come from just being in front of those people on your list, and like building an ant hill, it takes one grain of sand at a time.
Final thought “Give more than you wish to receive.” If you wish to be remembered and referred to, you must give the people reasons and reminders to refer to you.
If you found this helpful, but want more, check out the TC Business course where I go really deep into the topic of sales, marketing and follow-up. Or, if you’d some personal coaching, learn more here.