Market opportunities are growing by leaps and bounds. The pent-up seller demand flood gates have opened up. If you take the shots, you’re likely to have more success now than even before. With that in mind, consider that all real estate agents recognize that they must spend the majority of their time prospecting to build a business, and 80% of the time spent prospecting is spent on building relationships with new clients or getting people to like and trust them.
Most successful agents continue to work hard to build new relationships, but forget the best source of business almost always comes from maintaining relationships with past clients, advocates and their sphere of influence. This is why a 24-touch annual campaign is critical.
In every communication, when an agent has provided a service or a value to a client, it is imperative that the agent ask for new business. The most courteous and effective way to ask for new business is to use the following phrase:
“If you know of anyone that is thinking about moving, PLEASE DON’T KEEP ME A SECRET.”
This phrase should be used verbally every time you have a client contact, especially when a client appreciates what you’ve done for them. It should be used when you’re meeting someone face-to-face and every time you talk on the phone. It should also be included at the bottom of every email and mailing as part of your e-signature. By making this request, you’ll not only get immediate business, you’ll also use space repetition to teach your clients how to prospect for you. There’s never been a better time to work smarter, not harder!