Repeat and referral business is the cornerstone of a real estate agent’s success, contributing to up to 82% of all transactions. Sales meetings are the perfect opportunity to equip your agents with strategies to stay connected with past clients and maximize this essential revenue stream.
Here are three quick, 15-minute activities you can include in your meetings to enhance client retention and drive repeat and referral business:
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Personal Touch Challenge
Challenge your agents to write three personalized thank-you notes to past clients. Provide high-quality stationery and stamps. Set a timer and encourage agents to mention specific details about the client’s transaction or new home. This simple gesture can go a long way in maintaining relationships and generating referrals.
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Market Update Brainstorm
Gather your team for a quick brainstorming session and create a list of current market trends, new developments, or changes in real estate laws. Use this information to craft a concise market update that agents can send to their clients, demonstrating their expertise and providing value.
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CRM Clean-up Sprint
Set a timer and have agents review and update their client relationship management (CRM) system. Encourage them to add notes from recent interactions, update contact information, and identify clients who are due for a follow-up.
By incorporating these 15-minute activities into your regular team meetings or as standalone exercises, you’ll help your agents sharpen their client retention skills and build stronger, more lasting relationships with their clients. Remember, consistent, small efforts in client retention can lead to significant long-term success in the real estate industry.
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