Don't go it alone! Be accountable to a mentor and/or someone in your team. You will only hold yourself accountable for the goals that others know about.
Provide FREE Industry Updates
The more you give back the more you will receive in return. Don’t be afraid to share free industry updates in your local marketplace. Focus on creating a profile around being the investment property specialist. To achieve this goal, you need to people to say, “if you are looking for help in the Real Estate industry, I would highly recommend Tara from Wide Bay Prestige Properties. She is the investment property expert on the Fraser Coast and has helped…”
Build Referral Relationships
This is the perfect time for you to build relationship with professional service contacts in your area. Meet with accountants, banks, solicitors, financial planners, insurance brokers and loan specialists. Discuss the opportunity of sharing industry updates with potential and current clients. Set up an investor evening where you share ideas and market updates relevant to your industry. This is a goldmine referral opportunity! Brainstorm ways to involve past and current client testimonials into your marketing and promotion. If you are running an investor evening, encourage them to speak about some of the personal results they have achieved and the experience they have had with your agency. Provide free advice, resources, and/or industry best practices through all your marketing and promotion. Doing so will demonstrate that you have your client's best interest at heart vs just trying to win the business on the day.
Engage and Connect
Ask open-ended questions to learn more about your client's wants and needs in regard to investment property ownership. Then (and only then!) provide specific information about your agency and the benefits it provides in the context of their needs.
Ensure Your Clients Feel the Love
Go the extra mile! Send a thank you card or congratulations message for a significant occasion. Clients love feeling appreciated and this is a great way to generate more business out of contacts.
Follow up, Follow up, and Follow up!
When you have responded to a new lead or even if you are working off an old database, make sure you have a system in place to follow up with the client to win the business. We live in a very busy world today and in order to win the business over your competition, you need to follow up, follow up and follow up!
Build a Client for Life System in your Agency
Don’t just win the business and expect that should be enough! To encourage more opportunities out of your landlords and tenants, you need to connect with them on a regular bases. Provide good news stories, share market updates, call them, ask for feedback on the service and find out if they are looking at growing or expanding on the current investment portfolio they have. Don’t let your competition sneak in and work with some of your hot contacts that are right under your nose.
Embrace change and focus on the basics that worked for you right back when you first stared. Don’t just stick to the same daily routine! Get out of your comfort zone, try new things and regain your burning desire for success.