3 Ways to Show Former Clients Your Appreciation
November 12, 2013
How are you going to differentiate yourself in 2014 to get more leads?
Here are three ideas from Victoria Gillespie with RE/MAX Realty Affiliates in Mount Airy, Md. Gillespie presented “Redefining Your Business Proposition” on Friday at the REALTORS® Conference & Expo.
- Her first secret weapon is her little black book. Gillespie, who is also the national director of business development for REALTORS® Federal Credit Union, has put together a list of her favorite lenders, title companies, contractors, and local businesses into a marketing brochure booklet that she only passes out during high-end, high-touch situations. She also includes client testimonials and background about herself.
- Twenty percent of Gillespie ‘s clients give her 80 percent of her referrals. So she leverages those people and focuses her marketing activity on them. For example, Gillespie sends a bimonthly newsletter to 150 of her best clients in which she provides home improvement tips, staging ideas, and local market information. She usually gets between five and seven e-mail responses, some complimenting her on the content, some just saying hello, and others offering referral leads.
- Gillespie chooses closing gifts that her clients will frequently see and put to use in their home. One of her favorites is a high-end cutting board that she personalizes with something her clients are passionate about, such as music or fishing. And she refuses to skimp on quality: “If you’re going to spend the money, make sure it’s on a gift that will last," she says.
—Erica Christoffer, REALTOR® Magazine
Updated: July 30, 2021