Q. What are some of the ways you build strong relationships with your buyers? Has this had an impact on increasing your referrals?
A. In order to build a strong relationship with my buyers I listen closely to what their needs and wants are, their jobs, hobbies and family life. I then find a common interest we share and build on that. I also take them either to breakfast or lunch. You can build a greater bond while breaking bread with them.
After the first meeting I send them a hand written card thanking them for the chance to serve their real estate needs. Stay in touch with them through personal notes, a monthly item of value, and a weekly e-blast.
Q. How do you make sure all parties stay involved during the buying process?
A. In order to keep everyone involved in the transaction up to speed during the buying process I copy everyone on all communications. I make frequent phone calls and most of all I try to be proactive.
Q. For buyers looking to purchase new construction, how do you guide them in choosing a builder? What are your thoughts on buyer incentives to the buyer and/or Realtor?
A. I’m all about new construction, and right now the builders are the buyer’s best choice for the most part, but I’m also about what is best for my buyer. Therefore I consider the location, size of the home and the price point they are looking for, then I try to match that to the builder that best fits my buyer’s needs.
I look for as many incentives as I can for my buyer. Personally, I do not look at the extra incentives the builder is paying; it’s nice if I get it, but satisfying my client’s needs within their budget is my goal, a satisfied client is worth much more than an extra point in commission any day.
Q. What is your timing on asking your buyers for referrals?
A. The correct time to ask for referrals depends on the particular customer and their own time frame for buying. If I’m working with someone who is buying right now, I usually wait until we sign the contract, but if I have someone who is a long term buyer, I make it very clear that my business is built on referrals and as soon as they hear of anyone looking to buy or sell to please give them my number.
I always reward my customer for a referral the minute I get one. I either send them a thank you card with a gift card to Starbucks or bring them a small token of appreciation to acknowledge their trust.
Q. After the closing, what is your system of connecting back to your buyers?
A. At closing I present my customer with a nice meaningful gift. After closing I update their new address and contact information in my data base so that I can stay in touch with them regularly. I send a monthly newsletter, personal notes, birthday cards, anniversary cards on the date of closing and a weekly e-blast with some useful real estate and non-real estate information.
Q. Any other tips on increasing your referrals?
A. To receive more referrals I stop by my local customers every once in a while with a pop-by item. I stay involved in my community as well as my children’s school. I am starting a new tradition for my customers: a customer appreciation party. This month I’m having my first one, and plan to make it a monthly tradition.