|
Don't Wait, Be Proactive
You've just put the finishing touches on a transaction with an agent you're working with for the first time. Everything went smoothly, the agent responded positively to your service, and you're feeling pretty good about the situation.
So what's the next step? Wait for the agent to send you another deal?...What if it never shows up?
Don't make this classic mistake. For a relationship to mature, you must be proactive. Remember, the agent is the client. It isn't their responsibility to figure out what should happen in the relationship next.
Stay in Touch
Elevating an agent in your client loyalty strategy from the first to the second stage requires extra work. Don't believe your own press! Just because they're ecstatic about the quality of your service and even remark that they'll send you all their business, nothing's guaranteed.
In between transactions stay in touch. And make "staying in touch" more than being top-of-mind. Send relevant content that shapes the agent's perception of you.
Here are some ideas:
- Electronic Newsletter - Great drip mechanism for all your agent clients & prospects. It's your chance to feature clients, teach about your service and reinforce your expertise.
- Send Copies of Articles - My flagship program, Become an Agent Magnet, teaches you how to become a Subject Matter Expert (SME). It really is as easy as writing a short article, 500 words or less, that demonstrates your knowledge.
- Post Close Survey - Do you survey clients for feedback when you close each transaction? If so, does it include questions about services rendered by the agent? Getting the picture? By soliciting feedback for both you and the agent, you've created a strong purpose for meeting to review how you can improve the next client's experience.
The Real Pearl
Did you catch that last point? The Post Close Survey is the next natural step in nurturing the relationship. How so? Because it leads to the most important aspect of a relationship - Understanding the agent. Bummer huh?
See, the more you create that provides dialogue, is your chance to ask questions. Questions about problems that exist in their business so you can determine which ones to help solve. That's adding value to the relationship and is what will move the agent to the next stage - Endorser.
Your primary aim is to create dependency in the relationship. And the only way that happens is by discovery. If you're in a constant discovery mode, learning about their business, it's harder for them to send business the other direction....and the more business they send you makes them a Believer.
Magnetize Agents to Become Evangelists
One of the best ways to learn how to attract Agents and create more evangelism in your business is from my program, Become an Agent Magnet.
It's battle-tested from years I've spent working hand-in-hand with loan originators marketing to agents.
I've been fortunate to work with over 500 mortgage companies and know what loan originators do and don't do in their marketing.
My program helps you learn how to attract agents to your doorstep. It includes complimentary shipping and a complete satisfaction guarantee.
Learn what my evangelists say about the program:
|
|
Helpful Resources
Become an Agent Magnet Program - Includes $491 in bonuses and free shipping
Tax Advantages for Home Ownership - Great closing gift that produces instant referrals
Visit Archive of past issues:
|
