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How to Win a New Client: Stay in touch

posted Jan 26, 2018, 3:19 PM by Joyce Evans   [ updated Jan 29, 2018, 5:22 PM by Richard D'Ascoli ]
Here is the latest in a series of occasional articles by PSAR members on the topic: ” How to Win a New Client.” 
By PSAR REALTOR® Member Lori Staehling


Winning new clients won’t happen automatically. It takes effort, dedication, and commitment. But the road to success is possible with a few proven strategies. Here are my recommendations.

Decide what works for you.
Every real estate agent should use 3-5 sources of lead generation on a regular basis. Focus on your strengths to help you identify how to generate leads. It’s not a one-size-fits-all process. For example, maybe you don’t feel comfortable knocking on doors. Instead, perhaps postcards are more your style. Whatever you identify as your effective, growth strategies, you must be deliberate and work’em consistently. Pour as much fuel on the fire as possible.

Stay in touch.
One of my favorite and best ways to win new clients is by referrals from past clients, friends and family members. That’s because they already know me and like me. The secret to a successful referral-based business is retaining attention. Staying in front of your most influential contacts can make all the difference. In today’s market, buyers and sellers will select new agents because they haven’t heard from their previous agents. So, I recommend allocating time in your schedule to stay in touch with phone calls: “I was thinking about you today; I’m doing well with real estate but could also use more business; Is there anything you need help with or somebody you know who might need help?”

Also, I stay in touch with postcards (with photos of my grandchildren), wall calendars and a magazine called “American Lifestyle” from Reminder Media. I connect with about 100 past clients on a regular basis by sending them a free subscription to my very own personally branded magazine, which can include a letter from me, my favorite recipes and other personalized content.

Throw a party.
Every couple of years, I have hosted an afternoon holiday open house at my home. Attendees include past clients, prospective new clients and other REALTORS®. The feedback has been fantastic. It’s an opportunity for me to say thank you to people who have helped me live a wonderful life. Remember, gratitude is a choice. Gratitude is a healthy choice that is not only good for you, but for others, too. When you express gratitude and appreciation, you are taking the opportunity to relate with others, practice empathy and demonstrate kindness. You are creating a ripple effect of positive energy that the world desperately needs now. Because your time is your life, your attention and listening to others is one of the greatest gifts you can give someone. We were created for community. 

Be positive on Facebook.
The benefits of harnessing the power of positivity in online interactions and social media cannot be underestimated. The tone of your update or post matters. I typically stay away from politics and bad news. I also post new listings, open houses, and other real estate news, but keep that tempered with more personal shares so it's not a commercial. Studies have shown that positivity in social media always wins. Remember, you will pass this way but once; so, if there’s any good or kindness you can do, then do it now. Joy, confidence, and enthusiasm are contagious. Ask yourself: “What can we be doing each day to cause other to reflect positively on our lives and say that we lived it to the fullest?” Also, Facebook is a great way to reconnect with people I have lost touch with.

Write it down.
I’m a big fan of journaling with paper and pen on a daily basis. It’s a very powerful habit. It helps me accomplish the daily “to-do” list and long-range life goals. It helps me focus my thoughts. Journaling also helps me too in planning and setting priorities. It keeps me from getting stuck in a rut. It helps carve out time to schedule milestones in life (that’s how big things will happen in your life). It also helps me check my moods and stay honest and authentic. My journal is more than a dairy. A diary is “Dear diary, this is what I did today.” Instead, my journal is “This is what I am learning,” including the mistakes I’ve made and how I’ve learned from those things.