Generate Leads from Past Clients

Transcription

1 1 Generate Leads from Past Clients Connection Shay Hata, REALTOR

2 2 Topics Covered Treat Clients Like Gold Concierge style service Successful drip campaigns Fun client appreciation events Becoming the post-transaction resource Extensive referral network of service providers Connect with your clients

3 3 Why? Master the art of post transaction touch points and saying thank you, because business is gleaned from repeat clients. I make money from your past clients since most agents forget clients after the transaction.

4 4 Be Authentic What s your why? Be real. Attract clients like you.

5 5 How to Afford It Stop spending money on shiny new objects Stop buying technology it s no magic bullet. Start spending money on past clients. Start partnering with vendors. Negotiate, negotiate, negotiate. Involve clients who own businesses. Stop buying leads, start earning them.

6 6 How to Start Must have a really good CRM. Segment by type of client: A Fans that need no reminders of you. B Clients that need a nudge. C Clients you never want to see again. Convert B s to A s constantly. Tag with likes and dislikes to sort later. Take detailed notes.

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8 8 Treat Them Like Gold DURING the Transaction All About You Forms. Give them busy work books when starting to work together. Give them homework. Starbucks and snacks. Concierge service, always. Being memorable before and during the conversation makes it easy to be memorable after the transaction.

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13 13 Treat Them Like Gold AFTER the Transaction Once you go under contract, moving boxes Closing gift of choice. After closing, home address stamp and just moved postcards.

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17 17 Don t forget about the kids and pets! Contract with the kids. Books about moving Kid activity packs. Kid gift card. Dog walker/daycare.

18 18 Concierge Style Service Gather estimates for them. Lockbox on the property for workers. Deliver pizza on moving day. Fill their fridge before closing. Stock the house with essentials before closing. Updater.com MAKE THEIR LIFE EASIER!

19 19 Staying in touch. Minimum two year drip campaign. Hyper local content. Targeted content for renters, buyers, sellers. Post transaction content. Ways to save them time or money.

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22 22 Mailings Postcard with upcoming local events every other month Starbucks gift cards in the fall Lottery tickets in January Cupcake coupons in the spring Movie tickets in the summer Ornament with a photo of their house

23 23 H o s m l e h i t o P m Y o o u F r r s 1 6 H 0 A 2 P P Y G r o U N D H O g D A Y Just because it s winter doesn t mean we should burrow in the ground. Chicago offers great events and activities all winter long. Long underwear not required but it could come in handy! 1/22-2/4 2/2 2/6 2/ /13-3/13 2/ /14 2/20 2/23 2/28 2/28 Chicago Restaurant Week >> Various Locations Midwest Independent Film Festival >> Century Centre Cinema Brazilian Mardi Gras >> Logan Square Auditorium Chicago Theater Week >> Various Locations Chicago Botanic Garden Orchid Show >> Botanic Gardens Chicago Auto Show >> McCormick Place Chinatown Lunar New Year Parade >> Chinatown Northerly Island Adventure >> Northerly Island Culture of Africa >> Navy Pier Shakespeare Tragedy >> Millennium Park Volunteer Expo >> Peggy Notebaert Nature Museum 3/4-3/5 Irish Film festival >> Various Locations 3/6 Culture of Italy >> Navy Pier The Buy Sell Love Chicago Team Shay Hata + hayley Leaf buyselllovechicago.com /6 3/12 3/12 3/12 3/12-3/27 3/18 3/18 3/19 3/27 Polar Plunge >> North Ave. Beach St. Patrick s Day Parade >> Balbo Ave. St. Patrick s Festival >> Irish American Heritage Center Flower and Garden Show >> Navy Pier Easter Egg Hunts >> Various Park Districts Tattoo Convention >> Rosemont Convention Center Comic and Entertainment Expo (C2E2) >> McCormick Place St.P Morton Arboretum Culture of Greece >> Navy Pier The Buy Sell Love Chicago Team Shay Hata + hayley Leaf buyselllovechicago.com

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25 Client appreciation events Rent a movie theater in the summer Summer family BBQ Thanksgiving pie pick up Pumpkin patch event Christmas Tree and Wreath pick up with Santa Valentine s Day Blow Out Party Driving range outing Give away sports and theater tickets Hire a professional photographer for all events 25

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27 27 Be an online resource for offline needs. Have a good referral network. Put it on your website. Remind them to file their homeowner s exemption. Blog posts. Be a resource for friends moving to the area or other parts of the country (referrals).

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31 31 Connect with your clients Facebook, Twitter, Instagram. Reviews and recommendations. Pay attention and be aware of milestones. If your passion and charities align, help them! Celebrate home buy anniversaries with a CMA and gifts.

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34 34 Never forget. Being memorable before and during the conversation makes it easy to be memorable afterwards to have post-transaction work flow. Convert B to A clients like you would lead-gen. Post-transaction touch points are integral to repeat and referral business. Stop buying leads, start earning them.

35 Thank you! Shay Hata BuySellLoveChicago.com Berkshire Hathaway Homeservices KoenigRubloff Realty Group Chicago, Illinois