Here we are at the beginning of the Holiday season (Which by the way I have a hard time believing) and what a perfect time to reconnect with our past clients, friends, and family! In our business, this is also a perfect time to qualify and cleanse our list of relationships. I always enjoyed this time of year because it meant that I had reason to contact my list of relationships to wish them holiday cheers. Again, I created a high level of lead generation activity during this time because of the holiday season, but mostly, it was to evaluate myself and the services I provided over the past year. The call or reconnection had a two fold purpose; to qualify my relationships and to evaluate myself as a loan originator and now a as title rep. You ask, how does this help to generate leads? One word, Survey!
In my past 11+ years of being in the real estate, I used techniques that help me generate referrals without having to be in the position to sell. I know we all have been there at some point in our sales career where we are reluctant to make that call to past clients because we already have sold them the product or service. What’s the purpose? What would I say? You don’t say, you Survey! Here is the survey that I used which built solid relationships with my clients, generated referrals, and qualified my database with out having to sell a thing accept who I am, what I do, and the value I bring to the relationship.
Survey Dialog: 4 simple questions.
When making the call to your past clients, the first thing is to engage in conversation and what a perfect time to do that during the holiday season. Also, make the call short and simple. After engaging in opening conversation, here are the 4 questions I used in surveying my past clients.
(Dialog) “To better and grow my business in 2012, I wanted to reconnect with you to ask you a few questions on the services I provided during our transaction” (Make the dialog as you feel comfortable in presenting)
1.) How did I do for you? Qualifying question. If they were dissatisfied find out why so that you can correct any issues in the future. May be a client that you would remove from your database.
2.) Was there one thing that I did well or stood out during the transaction? Here you are gathering positive information that you can use in the future promotion of your business.
3.) Was there anything that I could have improved upon or did better during the transaction? Here you’re gathering information to help with potential issues in the future. Nothing wrong with a little constructive criticism. Make you look like a true professional.
4.) Would you refer me in the future? Here you are getting the validation that the client would refer you. If yes, then remind them that during the Holiday season, while with family and friends, the topic of real estate may come up and that you would ask to keep me top of mind during those discussions. I am grateful for any referrals that you pass along. Don’t be surprised, they may have a referral for you right then and there! It happens.
I challenge you to make calls through out the holiday season, and any time during the year, utilizing these survey questions. Customers need a gentle reminder on how to refer and keep you top of mind. Again, for me it was a great way to connect and generate referrals with out having to sell!
Let me know how it goes!
Also, don’t forget to have a Positive Market Mindset! It’s a great time to be in the business! Also, check out our new online ordering for title applicattions. Order title online
All American Title Company
V.P. Business Development
2680 Snelling Ave. N.
Roseville, MN 55113
Direct: # 651-283-9914
My Mission Statement: “Providing value added services and resources that create value added partnerships within the real estate and lending communities”
