Growing up, most of us spent time trying to avoid having other people talk about us - especially the mean kids in school and on the play ground. Today, we feed our families on having people talk about us. People are increasingly turning away from professional recommendations for their buying decisions and turning to friends and family. This trend should have a STRONG affect on your marketing efforts.
People are talking about you. What are they saying?
I read about marketing report that showed that 74% of people in the U.S. turn to friends and family when making important buying decisions. Most of this is person to person but a growing share is among virtual communities on the web. I get a ton of business by answering questions in chat rooms.
People are talking to each other and they are looking for services and products they can trust. Influencing word of mouth needs to be part of your strategy because today everyone is talking to everybody.
Staying Visible To Past Clients is key to your success!
As a fact, the average homeowner moves about every three to five years because of changes in income, family size or other needs. You must work at having your past clients equate your name and face with all their mortgage needs. Maintaining high visibility hinges on reasons to stay in front of your clients.
Is What You Do Memorable?
How does what you do benefit the quality of life of your customers? Life events, not the level of interest rates, drive borrowing needs. Helping people achieve the fullness of their life is remarkable. Doing a good job on their transaction isn't.
I read a quote from Tom Ward, one of the most successful mortgage originators in the country, who said, "Mortgage originators need to be blue collar financial planners for their customers. Most often we are the only financial professional they work with as just 1% of people work with financial planners. If you do the remarkable - if you benefit their quality of life - then you've given your customers something they will talk about..."
After your next meeting with a new client, I want you to ask yourself this, "What do I do to inspire this client to tell others about me?"
Although this is written to a mortgage pro, it still applies to Realtors.
Tom Burris
DallasLoanGuy.com
Home of the FREE one-on-one credit consultation.
Danny,
Please, take off that silly hat and overalls.....