One of the basic rules of thumb in marketing is that your existing client base is your best bet for longevity and profitability. Statistics show that repeat customers spend 33% more than new customers, referrals among repeat customers are 107% greater than non-customers, and it costs six times more to sell something to a prospect than to sell that same thing to a customer.

When you're finished with a client, you may have done a great job for them, but it's not enough. You need to keep reconnecting with these clients instead of immediately moving on to new prospects. A first transaction provides a foundation, but you must follow-up with them and remain front and center so that you will be the agent they call first when their new needs arise.

1. Keep Communication Going. A steady stream of positive communications, even if it's a simple postcard to announce just-listed or just-sold homes.
2. Consistency is Key. Visibility is the only way to achieve success, so be consistent.
3. Stand Out. Be unique and think outside the box--achieve that "wow" factor and make it center around your clients.
4. Advocate. Lots of people are in financial distress and they need someone who can be a knowledgable resource in uncertain times.
5. Consult. As the tax credit deadline looms, remember to contact people who can take advantage of it to strenghten relationships and your role as expert.

Read more at RISMedia.

Posted in Education And Training, Marketing

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