“From your first day, gear your business to referrals. That way, you spend your time providing service rather than cold calling.”
You couldn’t pry away one of Terri Mallozzi’s clients with a crowbar.
Since setting out on her own two years ago, the 29-year-old has amassed a Rolodex of clients who, she says, won’t buy or sell a home with anyone else. Already her practice is almost entirely referrals.
“I talk to clients every day until their transaction closes,” says Mallozzi, who picked up her ideas from a top performer she assisted two years ago. Last year she closed $4.9 million in sales, mainly in the high-end home market.
She calls past clients once a month, visits them once a year, and sends them a steady stream of newsletters and cards. She also sees past clients at two annual events she hosts: a breast cancer benefit and a past-clients party.
Loyal clients are her secret weapon when it comes to convincing prospects her youth isn’t a liability. “If I’m up against more experienced practitioners for a listing, I rely on evaluations that I’ve had my clients fill out,” she says. “It helps me get over that challenge from sellers.”