By Jason O’Neil
One of the places where I have focused my business is on referrals and past clients. This isn’t unique. But the way I look at it is unique, and it has to do with what I call “The Gap.”
Here’s what I mean: According to NAR, in 2011, 69 percent of all sellers said that they definitely would use their agent again, yet in that same year only 22 percent of all sellers had previously worked with their listing agent.
Knowing that the average person moves every four-to-eight years, and moves 18 miles …what happened? Why would so many agents end the relationship brilliantly (presumably with a sale) yet fail to get the listing later on? I think there are only two real reasons for this: the agents goes out of business or the agent fails to talk to their clients.
- Have and use a database
- Develop a client touch program
- Minimum two touches per year
- Anniversaries (Home sale anniversary)
- Daylight Savings time
- Monthly Touch Program
- Monthly Mailings involving quotes and/or give-aways
- Vendor Partner Programs
The key is to be mindful of “The Gap” and develop strategies to avoid it. What are you doing in your business to Mind the Gap?
Jason O’Neil is a broker-owner of McKenzie Real Estate in Indianapolis. Visit his site: www.McKenzieListings.com
By Rob Reuter, YPN manager
Okay, so you’ve registered as a YPN member through REALTOR® Magazine’s Web site, joined your local and state YPN Chapter, and “Friended”/”Liked” YPN REALTORS on Facebook (if not, make sure you do all of the above). Well, now we have one more item to add to that list: You can now designate yourself as a YPN member in NRDS. For detailed instructions on how, please check out the how-to video prepared by YPN’s 2011 Chair Brian Copeland here: http://bit.ly/at7Zzb.
What’s the what-have-you-done-for-me-lately point? Well, it is the National REALTOR® Database and having the YPN designation in there makes you that much more officially YPN. We’re hoping to draw future e-mail lists from this database and it will take you less than one minute to do. Who knows, maybe we will require this designation to attend YPN events at the Midyear and Annual meetings and you wouldn’t want to miss what we have planned for New Orleans!
So if you are passionate about YPN and want to make sure you are up to speed with everything YPN, please follow Brian’s instructions and designate yourself in NRDS. And if you haven’t registered for NARdiGras, make sure you do so: http://www.realtor.org/convention.nsf/. See you in The Big Easy!