Our VP of Sales and Marketing, Tawd Frensley, is back with another stirring guest blog entry.
But first – a quick heads up:
Be sure to peruse our latest 5-star reviews – they may be the final nudge you need to finally take advantage of your 30-day free test drive. (Did we also mention that our writers draft original marketing content for every one of our customers)?
How long does it take to forget someone?
Well, word around the campfire is that you divide the length of the relationship by 2 (obviously I pulled this from the Internet about getting over an Ex, but nonetheless the concept is there).
So, let’s apply this to real estate and see if we can isolate a huge issue that every agent faces: staying top-of-mind.
If the first paragraph is true, then divide the length of time you spend with each buyer (the initial emails/phone calls, the Listing alerts that match their search parameters, all of the showings, etc). Let’s say that this took 4 months from start to finish. Now apply the “Divide by 2″ rule. It will take your new homeowners 2 months to forget about you.
Obviously this is extreme, but there is some truth here. Now look at your outreach to each homeowner:
1) How often do you email them once they have the keys?
2) Do they get to hear your voice well after the transaction?
3) What content are your providing them when you do email them?
4) When they hear from you, is it just you asking them for referrals?
Even though you email your client “something” – doesn’t mean they open what you send.
Months go by without you entering their thoughts because 10% of emails are read (per person). So yes, it is really easy to be forgotten.
If you want future listings, then you need to make sure the people that own a home remember you.
If you want referrals, then you need to make sure your clients remember you.
It’s so easy to be forgotten: Life, Stress, Family and Work take over.
Even though you helped them into the home they walk into everyday, does not mean it will help you be remembered when THEY make the decision to sell.
Repeat Business is simply the art of not being forgotten.
It is the culmination of concrete relationships nurtured over the sales cycle of each client.
Think about it:
Wouldn’t it be impossible to get over an Ex if you kept running into them every couple of months?
Hope you’re having a wonderful week,