Your clients you. So much so, in fact, that 89% of buyers and 85% of sellers* said they were very satisfied with their agent and would work with them again. However... most do not. In fact, since 2014, the number of buyers and sellers that either referred their agent or used their agent again has steadily decreased.
What's the reason? It’s simple—as time passes, agents get busy serving other clients and they forget to stay in touch.
There’s a cold reality of not maintaining a relationship with past clients…
They’ll likely list with someone else when the time comes. Not only that, but new leads don’t convert nearly as well as the past clients who already know, like and trust you. There’s no denying it—your database still reigns the #1 source of business.
And when you consider the potential lifetime value of a client, you may be more inclined to reach out more often…
Knowing how busy you are and the key role that follow-up plays in your business, we’ve taken the guesswork out of who to follow up with and when. The Follow-up Coach hands you 5 clients you should connect with, and even suggests actions based on your relationship.
The Coach is accessible immediately after you log in to Top Producer CRM on your desktop or mobile device. (Psst, to access the mobile version, just enter m.tpcrm.com in your mobile device’s browser. And here’s a link that tells you how to add a shortcut to your home screen.)
Designed specifically to help you follow up in the precious few minutes of downtime you have during a day—at a slow open house, while standing in line for coffee—the quick and easy follow-up options help you make a meaningful connection in no time flat.
Arguably the best way to connect is to pick up the phone and call. Knowing you don’t always have time for a chat though, you can send a text message, a Market Snapshot or one of our casual & personal quick email templates (shown above).
And when you do, take 2 seconds to wrap it up—record the details & schedule the next touchpoint—to create a never-ending cycle of consistent and meaningful follow-up that will lead to repeat & referral business for many years to come.
Sounds great. How do I set this up?
You don’t have to do a thing. As long as you have contacts in your database, chances are the Follow-up Coach will have suggestions on who you should reach out to.
Now we’ve set defaults for how often each group will appear in the Coach, but you can easily change this. (Just click Why these contacts? in Top Producer CRM on your desktop and then enter your magic number.)
And that’s all there is to it. We think the best part of all this is that the system and strategy are already in place for you, but we’d love to hear your story! Tell us how you use the Follow-up Coach to master the art of follow-up!
*Source: National Association of REALTORS 2017 Profile of Home Buyers and Sellers.