POP QUIZ: What percentage of consumers say they would use their REALTOR again?
88%
That’s good news, right?!?!?
Not when you consider this…
What percentage of consumers actually did use their REALTOR again?
11%
NEXT QUESTION: Raise your hand (go ahead, wherever you are…) if you’ve ever had a neighbor, friend, or even family member excitedly tell you how they just listed and/or sold their house…and they didn’t use you!!!
You know that you’re doing great work for your clients! You know that you would provide exceptional service to your neighbors, friends, family members – anyone and everyone that users your services!!
So why are you losing out on some business?!?!?! There are likely a number of reasons:
- You’re not doing as good a job as you should in keeping in touch with your past clients. (Sorry, hard truth) You likely provided outstanding service to your clients during the transaction but 5 years later – when did they last hear from you? What services have you offered and/or provided to them since? What have you done to keep in front of them? Not just for name recognition (which is important) but also as a courtesy of continuing your service to them as “their REALTOR”.
- You’re not reminding your contacts (aka Sphere of Influence) that you are in Real Estate and that you want their business and referrals. Yeah, you assume everyone thinks of you as a REALTOR but that’s not necessarily true. People first think of you in the role that they best know you as…their neighbor, friend, past co-worker, etc. It’s up to you to be reminding them (in a good and useful way to them) that you are also a REALTOR.
- You’re shy about talking about Real Estate because you don’t want to be seen as that pushy REALTOR that people don’t want to talk to and start unfollowing on social media. You’re right – don’t be that pushy REALTOR!!! But do be their personal REALTOR providing them ongoing information, education and support that brands you as “their REALTOR” just like “their doctor, dentist, hairdresser, etc.”
Think you’re falling into any of these traps that is losing you business? Click here to download a brand new guide to “Creating an Ongoing & Consistent Customer Experience” to learn specific ways to escape these traps and STOP losing business.