For those of you that do not know who Brian Buffini is, he is one of the world's largest real estate trainers, motivators and system providers. I've seen Brian speak half a dozen times. He travels a cross the world and speaks in front of thousands of realtors at a time. Here is what he constantly talks about. His message that he repeats over and over and over again. Why? Because it works.
So let's take a look at what he constantly recommends;
Divide your contact lists into A, B, C. And focus your energy on your A-list clients. Those are your best clients repeat clients the ones who send you referrals. Those are the ones you dedicate your energy towards. They are a gold mine. Those are the ones that you shine your light upon. So how does he recommend you do that?
It's very simple, he recommends three different marketing systems; calls, notes, and pop buys. Now let's break that down.
this is so simple and so powerful the same time. Go to your CRM and schedule it that every month you make a call to your A-list clients. Simple as that! But yet it is one of the hardest things that we do, we always forget to call our top clients. Why? Because us polite Canadians feel that we are hassling them. But it is proven over and over again that they actually want to be called! So pick up the phone give him a call once a month.
A hand written thank you note is one of the most powerful tools you can use. Again go to your A-list clients and send them a hand written note once every quarter. Keep it simple keep it short and keep a personal. Most people get bills in the mail so when a card from you arrives is going to stand out!
Nothin deepens a relationship more than standing face-to-face with your clients looking them in the eye flashing your smile and same thank you. Brian recommends that you randomly pop by their house, or their work and say hey how's it going? And he also recommends you give them a small gift, something simple something fun, something not to personal so it is not a big deal but is still a nice token, a nice gesture. Your clients will appreciate it.
So with those three things in mind calls, notes, pop bys, you will have a winning system of making sure that your A-list clients stay advocates of you forever. I hope you enjoy this blog post thank you so much.