Buffini & Company Blog

Choose to Follow up and You May Be Rewarded with Referrals

People often ask me if there’s a secret to my success. There’s no special secret that guarantees success; however, you can increase your chances with one simple act—following up. The majority of agents don’t follow up with their clients. They don’t follow up after the transaction has closed. They don’t follow up periodically to see how a client is doing and listen for a way to serve. Only 18 percent of all agents mail valuable information to their clients on a monthly basis and even then, many of them don’t follow up on the mailing. It seems like a no-brainer, but following up is an activity that can make or break a business. Success doesn’t happen by chance, it happens by choice, and it’s your daily choices that determine your success. One of these choices is following up.

The power of a personal note

One of the most powerful ways to follow up is with a hand-written personal note. Now, you may say “But Joe, I don’t have time to write notes. It’s so much easier to send an email or text.” or “I can’t write a note; I don’t know what to say.” To that, I’ll say in the time it takes to make an excuse not to write a note, you could have written a note.

Personal notes can have a tremendous benefit on your business.

  1. It’s always read. Think about the mail you receive on a daily basis—bills, advertisements, more bills. Now, how much would a hand-written note stand out? Would you read it? Of course you would! You may even keep the card and put it on your desk or on the fridge. Receiving a hand-written now is so rare that it’s sure to stand out and be read by your clients.
  2. It takes time. Time is one of our most precious commodities. We’re always complaining that we don’t have enough of it. Since writing a note takes a few minutes, your client will feel honored that you took the time to write it.
  3. It leaves a lasting impact. Your client will always remember you took the time to write them a note, whether for a special occasion or just because.

I always write personal notes after I speak with a client on the phone. After I call to make sure they received the mailing I sent, I write a note to let the client know I enjoyed speaking with them and remind them I’m never too busy for their referrals. I also enclose a business card with the note so they can reach me if they need anything, or pass it on to a family member or friend who mentions they need an agent.

Practice makes perfect

Write a few notes every day to get in the habit of writing them. Commit to writing at least three and increase this number as you build your database. If you’re not sure what to write, log in to Referral Maker® CRM for a few writing prompts to help you get started. Remember, it’s not what you write that counts; it’s that you cared enough to send a note that stands out to your clients.

If you want to learn more about how to stand out in the market today, be sure to sign up for Buffini & Company’s GameChangers™, the one-day workshop intended to give you the tools and knowledge to stand out in your market. Click here to learn more.



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